All ADM Blog Posts Tagged 'motivation' - Automotive Digital Marketing ProCom2015-08-03T00:34:27Zhttp://www.automotivedigitalmarketing.com/profiles/blog/feed?tag=motivation&xn_auth=noThe Four Reasons Why You Are Surviving and Not Thriving.tag:www.automotivedigitalmarketing.com,2015-06-03:1970539:BlogPost:5846912015-06-03T13:30:00.000ZAshley Weidnerhttp://www.automotivedigitalmarketing.com/profile/AshleyWeidner
<p><i><a href="http://api.ning.com:80/files/Kxa-PchAiXXcNb9ceq1S3VeeM-3ir-m3s-4vdpSIyuoY5G-Fcsu9naDJZAIArMLt5rTrwTMvLJnBNgDbEY20l4e0PiBjvBhV/chart.jpg" target="_self"><font face="Calibri" size="3"><img class="align-full" src="http://api.ning.com:80/files/Kxa-PchAiXXcNb9ceq1S3VeeM-3ir-m3s-4vdpSIyuoY5G-Fcsu9naDJZAIArMLt5rTrwTMvLJnBNgDbEY20l4e0PiBjvBhV/chart.jpg?width=750" width="750"></img></font></a></i></p>
<p><i><font face="Calibri" size="3">"About half of all new establishments survive five years or more and about one-third survive 10 years or more. As one would expect, the probability of survival increases with a firm’s age. Survival rates have changed little over…</font></i></p>
<p><i><a href="http://api.ning.com:80/files/Kxa-PchAiXXcNb9ceq1S3VeeM-3ir-m3s-4vdpSIyuoY5G-Fcsu9naDJZAIArMLt5rTrwTMvLJnBNgDbEY20l4e0PiBjvBhV/chart.jpg" target="_self"><font face="Calibri" size="3"><img width="750" class="align-full" src="http://api.ning.com:80/files/Kxa-PchAiXXcNb9ceq1S3VeeM-3ir-m3s-4vdpSIyuoY5G-Fcsu9naDJZAIArMLt5rTrwTMvLJnBNgDbEY20l4e0PiBjvBhV/chart.jpg?width=750"/></font></a></i></p>
<p><i><font face="Calibri" size="3">"About half of all new establishments survive five years or more and about one-third survive 10 years or more. As one would expect, the probability of survival increases with a firm’s age. Survival rates have changed little over time.”</font></i><br/> <font face="Calibri"><font size="3"> </font><font size="3"> </font> <font size="3">- Source: U.S. Bureau of Labor Statistics, BED</font></font></p>
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<p><font face="Calibri" size="3">So why do 70% of businesses fail? You can link numbers and more statistics, you can blame it on the market or the buying cycles. There are a lot fingers that can be pointed, but what about the 30% that got it right? What about the exact same product being successful with someone else who started at the exact same time? I am going to give the four huge differences between success and failure.</font></p>
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<p><b><u><font face="Calibri" size="3">Focus</font></u></b></p>
<p><font face="Calibri" size="3">Staying focused on the future for a long period of time is difficult. Especially when you don't see the results you want or the first attempt at packaging, design, marketing or sales failed. When you are starting out you have to be willing to fail, a lot. It is only a necessary process to get to success. Learn from your failures. Take them and turn them into learning experiences and launch forward with your new found knowledge. Don't get distracted by failure, keep your eye on the long term goal and don't lose sight of it.</font></p>
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<p><font face="Calibri" size="3">A lot of people that I have talked to surprisingly don't even have a five year plan. They simply want to make enough money to pay the bills. When I hear this I can almost see the closed sign going up. You have to have a five your plan, you have to know what you are working for, have it laid out and work towards that goal every single day. If you don't know where you are going, you will never get there.</font></p>
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<p><b><u><font face="Calibri" size="3">Determination</font></u></b></p>
<p><font face="Calibri" size="3">You have to be determined to not let anything stop you. You have to believe in what you're doing and have intent in everything that you do. Know your intention and do it in everything. If someone comes in to a hardware store to buy nails, you don't just sell them the nails. You have intent to grow your business. You ask him what he is working on and offer him a tool belt, maybe a nail gun to expedite the job and he might even need a hammer and wood! Talk to him and have the intent before he even walks to the counter. This is the attitude that you have to have in everything that you do. Talk to people at restaurants, in grocery stores and on the street. Get insight, get ideas and sell yourself. Give our your business card. You aren't just selling yourself to your customers. You are selling yourself to your community, you are bringing people to you because that is your intent. Grant Cardone talks about this all the time and it really helped me stay determined on starting my own business.</font></p>
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<p><b><u><font face="Calibri" size="3">Dedication</font></u></b></p>
<p><font face="Calibri" size="3">We all know that running your own business takes dedication. If takes long hours and missed weekends. But if you stay focuses on your end goal, it won't feel so much as work, it will just be you making your dreams come true.</font></p>
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<p><font face="Calibri"><font size="3">Set time schedules for yourself. Plan out your day and make a list of things that you will accomplish every day. You have to be dedicated in making your business a success. If you aren't dedicated your will get sidetracked and instead of doing research on product packaging you will end up watching videos on YouTube. Discipline yourself to stay focuses on your list to accomplish, even if that list is in your head. Once you have done this consistently for a period of time, it will get easier.</font> <font size="3"> </font><font size="3">It is important to stay motivated. take time to inspire yourself every day, whether that be with quotes, a daily devotional or just watching your favorite gurus on YouTube, I like Grant Cardone because he is always so fired up about everything that he talks about.</font></font></p>
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<p><font face="Calibri" size="3">Don't work to the point of exhaustion. Take time for yourself EVERY DAY. Go for a walk, work out, meditate, spend time with family and just laugh. It is important to take time to fill yourself up. This is actually part of dedication, by taking care of yourself you will keep your business and your dream moving forward.</font></p>
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<p><b><u><font face="Calibri" size="3">Consistency</font></u></b></p>
<p><font face="Calibri" size="3">Consistency is the number one thing that successful people do. They are consistent with their marketing and communication. They are consistent with voicing their brand and building their product. Most people work in spurts. They start out with a lot of motivation, ideas and energy. Then when results aren't instant they fall off the band wagon. Consistency is the difference between the businesses who fail and the ones that succeed. Set a calendar of what you will focus on each day, each week and each month throughout the year. Set a strategy and stick to it. Stay consistent with marketing and developing your business. Continue to educate yourself and stay up to date on what is important in your industry. Never let your mind go stagnant. If you stay motivated and educated, being consistent will come easy. But not staying educated will allow you to go stagnant, your business will slow because you will not know what is going on around you and because you are not staying consistent with your marketing, people will forget that you are there. So just keep going.</font></p>
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<p><font face="Calibri" size="3">Share your tips for success down below.</font></p>
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<p><font face="Calibri" size="3">Ashley Weidner</font></p>
<p><font face="Calibri" size="3">Just Write Marketing Inc.</font></p>
<p></p>The One Realization That Could Change Your Life.tag:www.automotivedigitalmarketing.com,2015-06-01:1970539:BlogPost:5847792015-06-01T13:00:00.000ZAshley Weidnerhttp://www.automotivedigitalmarketing.com/profile/AshleyWeidner
<p align="center"><i><a href="http://api.ning.com:80/files/Kxa-PchAiXWOsHszA5o9uSUHoNckDaWlqA5YYeEQoKEqyfbXPHIks5zFcpgRJ1cYAVM9nBqooPJ37ioroO4mW03UVt5zvG09/success.jpg" target="_self"><font size="3"><img class="align-full" src="http://api.ning.com:80/files/Kxa-PchAiXWOsHszA5o9uSUHoNckDaWlqA5YYeEQoKEqyfbXPHIks5zFcpgRJ1cYAVM9nBqooPJ37ioroO4mW03UVt5zvG09/success.jpg" width="425"></img></font></a></i></p>
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<p align="center"><i><font size="3">"Rejection is nothing more than a necessary step in the pursuit of success."</font></i></p>
<p align="center"><i><font size="3"> …</font></i></p>
<p align="center"><i><a href="http://api.ning.com:80/files/Kxa-PchAiXWOsHszA5o9uSUHoNckDaWlqA5YYeEQoKEqyfbXPHIks5zFcpgRJ1cYAVM9nBqooPJ37ioroO4mW03UVt5zvG09/success.jpg" target="_self"><font size="3"><img width="425" class="align-full" src="http://api.ning.com:80/files/Kxa-PchAiXWOsHszA5o9uSUHoNckDaWlqA5YYeEQoKEqyfbXPHIks5zFcpgRJ1cYAVM9nBqooPJ37ioroO4mW03UVt5zvG09/success.jpg"/></font></a></i></p>
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<p align="center"><i><font size="3">"Rejection is nothing more than a necessary step in the pursuit of success."</font></i></p>
<p align="center"><i><font size="3"> </font></i> <font size="3"> </font> <font size="3">- Bo Bennett</font></p>
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<p><font size="3">Rejection is one of the most difficult things for people to deal with and it happens every single day. There was a time in my life where I had received so much rejection that I started to believe it. I started to let other peoples reality become mine. Then one day I had a realization that changed my life.</font></p>
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<p><font size="3">People have baggage, they have bad experiences, bad choices and bad people in their life. They have things going on right now that you will never know about. How they respond to you is only a reflection of them not you.</font></p>
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<p><font size="3">What you have to understand is that it is not personal, even if the person is your best friend, it is not personal. Rejection is only the perception of the person giving it.</font></p>
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<p><font size="3">If you know that the sky is blue, and someone calls you stupid and says that you will never succeed because the sky has always been green and will stay green, do not even take the time to respond. There perception is wrong. Do not let it affect yours.</font></p>
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<p><font size="3">You can argue all day with someone, and they will not hear you. Some people have mental blockers up. They refuse to see things any other way then theirs. That is not your fault or your problem. If someone doesn't see things your way, find someone who does. Don't waste time arguing, you will be just like them and the only thing it will get you is stressed out.</font></p>
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<p><font size="3">Once I realized that just because someone else believed differently then me, or lashed out in anger or negativity that it literally had nothing to do with me I was able to remove all barriers.</font></p>
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<p><font size="3">If you want to start a business, patent an idea, change the way that you run your business, but everywhere that you turn you are getting rejection. Just keep going. You don't need to have anyone believe in what you are doing, no one can see it but you. Once you show them, they will not reject you anymore.</font></p>
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<p><font size="3">Stay focused on what you want and don't depend on any one person to make your dreams come true. People are flaky, they are short minded, stressed out and just not able to see past their own problems. Today's society is so focused on instant gratification that the ability to focus on the future for long enough to make it happen is very limited. The people that can stay focused and not let outside influence deter them are the ones that succeed.</font></p>
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<p><font size="3">If you share your dreams and ask someone to help you and they don't respond the way that you would like, that's ok. Don't get angry, don't push back. Just accept where they are and know that it has nothing to do with you and move on to find someone that can help you.</font></p>
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<p><font size="3">Remove all barriers of what people will think of you and how you will be received and just do it. Just do what you believe is right and make your dreams come true. Keep your reality in focus, and stay the course. Don't get distracted by other people's perception.</font></p>
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<p><font size="3">Not all rejections are pointless. Every rejection is not a sign of failure, and some rejections are an opportunity to learn, grow and bounce forward. Don't simply blow off every single criticism that comes your way because you know you are thebomb.com. Take the time to reflect on what others have said. Analyze your business or product and if you see an opportunity to improve your business, then do it. Even if the persons intent was to simply hurt you, take everything that you can and use it to move forward.</font></p>
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<p><font size="3">I know this was a little off the lines of automotive, but this is what was on my mind and I thought I would share it with you all. Leave your comments below on motivational ways that you deal with rejection.</font></p>
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<p><font size="3">Make it a great day!</font></p>
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<p><font size="3">Ashley Weidner</font></p>
<p><font size="3">Just Write Marketing Inc.</font></p>
<p></p>How Simply Getting the Job Done Can Be a Bad Thingtag:www.automotivedigitalmarketing.com,2014-08-28:1970539:BlogPost:5543112014-08-28T12:07:20.000ZRichard Hollandhttp://www.automotivedigitalmarketing.com/profile/RichardHolland
<p><a href="http://api.ning.com:80/files/vYFBfoh8eSqRVpZLqyxSkmWoTHUdXrozBy*-plK5*xlx8rdpuUG90bamTNTWK29PFivbybeD0DDIYm7hEnC2EF0wG32QKU91/AP_DS.jpg" target="_self"><img class="align-right" src="http://api.ning.com:80/files/vYFBfoh8eSqRVpZLqyxSkmWoTHUdXrozBy*-plK5*xlx8rdpuUG90bamTNTWK29PFivbybeD0DDIYm7hEnC2EF0wG32QKU91/AP_DS.jpg?width=400" width="400"></img></a> Working at a car dealership often takes its toll on employees. The demands of a fifty, sixty or seventy hour work week often leaves the employee exhausted, mentally and physically. Generally, these employees are not clock-watchers, they are your commissioned sales people, your technicians, your management staff and they…</p>
<p><a href="http://api.ning.com:80/files/vYFBfoh8eSqRVpZLqyxSkmWoTHUdXrozBy*-plK5*xlx8rdpuUG90bamTNTWK29PFivbybeD0DDIYm7hEnC2EF0wG32QKU91/AP_DS.jpg" target="_self"><img src="http://api.ning.com:80/files/vYFBfoh8eSqRVpZLqyxSkmWoTHUdXrozBy*-plK5*xlx8rdpuUG90bamTNTWK29PFivbybeD0DDIYm7hEnC2EF0wG32QKU91/AP_DS.jpg?width=400" width="400" class="align-right"/></a>Working at a car dealership often takes its toll on employees. The demands of a fifty, sixty or seventy hour work week often leaves the employee exhausted, mentally and physically. Generally, these employees are not clock-watchers, they are your commissioned sales people, your technicians, your management staff and they are the bread and butter for your dealership. Are these long work hours the expectation that has been set by the organization, or it is part of the genetic makeup of these employees? Is their heart into it? Or are they only a cog that helps turn the wheel?</p>
<p> </p>
<p>Also imagine the full-time, forty-hour per week receptionist, service cashier or parts counter employee that repeats the responsibilities of their job for eight hours a day. They take their breaks and probably sneak in a couple more to grab a cigarette or run an errand. Their lunch hour is regimented so that everyone knows where to find them at half past twelve. They are critical employees to your franchise, but do they see themselves as such? They are the worker bees - while management, key sales and service personnel make the wheel go around.</p>
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<p><i>“When employees see themselves as just a cog in the machine — a small, interchangeable component piece whose individual personality is of no value — they will put forth only the energy required to do the job and nothing more</i>.” </p>
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<p>This is the take in a recent <a href="http://www.forbes.com/sites/johnhall/2014/08/03/why-your-company-should-recognize-individuals-not-worker-bees/">article</a> published on Forbes.com regarding a phenomenon dubbed “the cog mentality.” The average employee very likely sees little value in helping your dealership become the best it can be, despite the fact that they truly might be the heart and soul, or at least, the front lines for the army that stands behind them. They perhaps don’t go above and beyond to help your dealership because, when workers feel that you don’t care about them, it is hard for them to care about you.</p>
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<p><i>“A cog mentality is not only the enemy of individual creativity, but it’s also contagious.”</i> says the author of the article.</p>
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<p>So what then happens to these employees who do not receive the time of day from their manager? Their voices are not heard. Their opinions are not known, nor are their ideas about how they can make their job or the dealership more efficient, more profitable and a more enjoyable environment in which to work. This can then lead to complacency, as they just become worker bees, instead of engaged employees that take pride and ownership in the company they work for.</p>
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<p>Employees can bring some valuable insight to your dealership, along with opportunities for improvement and ways to make the customer experience better. What they may desire in return is very likely not financial reward. But a thank you or a pat on the back, so they feel recognized and gain some ownership in the idea and the resultant improvements in the dealership.</p>
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<p>Dealership owners and managers would be wise to take the time to talk to and listen to the ideas of their employees. And then strive to incorporate these suggestions. It will no doubt yield higher employee satisfaction and retention. Rewarding all employees for their outside-of-the-box concepts, or finding ways for them to feel like they have a stake in the welfare of the organization, will probably not always yield immediate financial returns.</p>
<p>However it could well bring a better partnership between the true decision makers and the ones that are on the front lines. </p>
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<p>No matter the size of your dealership, the bottom line is that everyone wants to be respected for the opinions they may have, the ideas that they have developed, or they may simply wish to be recognized for the day-to-day tasks they have been assigned. </p>
<p> </p>
<p>Without acknowledging their value, the worker bees will go make honey at another hive.</p>
<p> </p>Automotive Internet Sales Interviews Best Selling Author & Syndicated Radio Show Host, Dr. Willey Jolleytag:www.automotivedigitalmarketing.com,2014-03-26:1970539:BlogPost:5281702014-03-26T20:03:47.000ZSean V. Bradleyhttp://www.automotivedigitalmarketing.com/profile/SeanVBradley
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<br></br><a href="http://www.internetsales20group.com">http://www.internetsales20group.com</a> 267-319-6776<br></br><a href="http://www.automotivedigitaltraining.com">http://www.automotivedigitaltraining.com</a><br></br>Automotive Internet Sales Interviews Best Selling Author &amp; Syndicated Radio Show Host, Dr. Willey…</p>
<p><object width="560" height="315" classid="clsid:d27cdb6e-ae6d-11cf-96b8-444553540000" codebase="http://download.macromedia.com/pub/shockwave/cabs/flash/swflash.cab#version=6,0,40,0"><param name="allowFullScreen" value="false"></param><param name="allowscriptaccess" value="never"></param><param name="src" value="//www.youtube.com/v/5PWaY9p-4jM?hl=en_US&amp;version=3&amp;rel=0"></param><param name="allowfullscreen" value="false"></param><param name="wmode" value="opaque"></param><embed wmode="opaque" width="560" height="315" type="application/x-shockwave-flash" src="//www.youtube.com/v/5PWaY9p-4jM?hl=en_US&amp;version=3&amp;rel=0" allowscriptaccess="never" allowfullscreen="false"></embed> </object>
<br/><a href="http://www.internetsales20group.com">http://www.internetsales20group.com</a> 267-319-6776<br/><a href="http://www.automotivedigitaltraining.com">http://www.automotivedigitaltraining.com</a><br/>Automotive Internet Sales Interviews Best Selling Author &amp; Syndicated Radio Show Host, Dr. Willey Jolley</p>Do Loyalty Programs Pay Off?tag:www.automotivedigitalmarketing.com,2014-03-18:1970539:BlogPost:5240252014-03-18T14:30:00.000ZMike Gorunhttp://www.automotivedigitalmarketing.com/profile/MikeGorun925
<p><a href="http://api.ning.com:80/files/sTg6vyO*vvGX-2smBjzjkwwdgNC5U66TSkUoGJtLoYQkteitg-rKr2p0SqMRj1JnPT8GP7mNCC*MVGl8OmOv8lJORMZPQ2C-/Dollarphotoclub_40633803.jpg" target="_self"><img class="align-left" src="http://api.ning.com:80/files/sTg6vyO*vvGX-2smBjzjkwwdgNC5U66TSkUoGJtLoYQkteitg-rKr2p0SqMRj1JnPT8GP7mNCC*MVGl8OmOv8lJORMZPQ2C-/Dollarphotoclub_40633803.jpg?width=300" width="300"></img></a> In a world filled with loyalty programs, it’s always interesting when I talk to a dealership that harbors doubts. The cost involved in having a loyalty program is minimal compared to the revenue generated. However, at times it seems as if dealers are intimidated by the effort it would take to…</p>
<p><a href="http://api.ning.com:80/files/sTg6vyO*vvGX-2smBjzjkwwdgNC5U66TSkUoGJtLoYQkteitg-rKr2p0SqMRj1JnPT8GP7mNCC*MVGl8OmOv8lJORMZPQ2C-/Dollarphotoclub_40633803.jpg" target="_self"><img src="http://api.ning.com:80/files/sTg6vyO*vvGX-2smBjzjkwwdgNC5U66TSkUoGJtLoYQkteitg-rKr2p0SqMRj1JnPT8GP7mNCC*MVGl8OmOv8lJORMZPQ2C-/Dollarphotoclub_40633803.jpg?width=300" width="300" class="align-left"/></a>In a world filled with loyalty programs, it’s always interesting when I talk to a dealership that harbors doubts. The cost involved in having a loyalty program is minimal compared to the revenue generated. However, at times it seems as if dealers are intimidated by the effort it would take to administer one.</p>
<p> </p>
<p>Loyalty program benefits and results are wide-ranging and go far beyond simply giving away free or discounted products or services. A recent study by Forrester, names a few:</p>
<p> </p>
<ol>
<li>Just 51% of consumers that did not belong to a loyalty program reported that when they liked a brand they tended to stick to it. However, this increases to a healthy 64% if the consumer belongs to a loyalty program.</li>
<li>48% of consumers who belong to loyalty programs reported that price is LESS important to them. This falls to 43% for those that do not belong to a loyalty program.</li>
<li>Consumers who belong to loyalty programs are willing to pay more for convenience (50%) than consumers who do not belong to a loyalty program (36%).</li>
<li>52% of consumers who belong to loyalty programs “often tell [their] friends and family about new brands, products, or services,” versus 33 percent of people who don’t belong to a loyalty program.</li>
</ol>
<p> </p>
<p>It would seem logical that the primary motivation for joining a loyalty program in the first place is for discounts or to earn freebies and that may, in fact, be true. However, at some point after joining, consumer perception shifts away from price towards brand and convenience.</p>
<p> </p>
<p>Consumers tend to shop at a particular grocery store because they get used to it. They know where everything is located within the store so it makes their time spent grocery shopping more efficient. The more they shop there, the more convenient it becomes for them. For example, Whole Foods is a very popular store, yet there are not a lot of them to shop at – only <a href="mailto:http://www.wholefoodsmarket.com/company-info">360 stores</a> across the entire U.S. and the United Kingdom combined. Compare that to Kroger, with <a href="mailto:http://ir.kroger.com/phoenix.zhtml%3Fc=106409%26p=irol-newsArticle%26ID=1894618">2,641 stores</a> in just 34 states. Kroger can dominate a market simply by being convenient; whereas Whole Foods is seeing sales decreases. What is <a href="mailto:http://www.bloomberg.com/news/2013-11-20/whole-foods-tests-discount-card-as-sales-gains-slow.html">Whole Foods doing</a> to build sales and increase loyalty? They’re introducing a loyalty program.</p>
<p> </p>
<p>The bottom line is that loyalty programs help increase business and also increase the revenue generated by that business. They help retain customers, build branding and gain free marketing via word of mouth. Whether you do it yourself or have a third-party assist you in administering it, loyalty programs pay off in more ways that you realize.</p>Jeff's Steps to the saletag:www.automotivedigitalmarketing.com,2013-12-01:1970539:BlogPost:5102142013-12-01T16:00:00.000ZJeffery Sternshttp://www.automotivedigitalmarketing.com/profile/JefferySterns
<p>I am a chat vendor so my product is "more swings". But, my passion is selling! Although I want every dealer as a client, it does frustrate me when we make it so much about pricing and quotes.... not SELLING. I am a 27 year retail guy and, I have some opinions! If you'd like to become the victim of my unsolicited advice, take a look at my blogs...God-forbid, you might make some more money.…</p>
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<p>I am a chat vendor so my product is "more swings". But, my passion is selling! Although I want every dealer as a client, it does frustrate me when we make it so much about pricing and quotes.... not SELLING. I am a 27 year retail guy and, I have some opinions! If you'd like to become the victim of my unsolicited advice, take a look at my blogs...God-forbid, you might make some more money.</p>
<p></p>
<p><a href="http://www.dealerelite.net/profiles/blog/list?user=1cdofiejsbgph">http://www.dealerelite.net/profiles/blog/list?user=1cdofiejsbgph</a></p>5 Keys to High Level Motivationtag:www.automotivedigitalmarketing.com,2013-11-16:1970539:BlogPost:5079412013-11-16T13:30:00.000ZAl Mosherhttp://www.automotivedigitalmarketing.com/profile/AlanSMosher
<p><a href="http://api.ning.com:80/files/Tc1DvjhnAzXqcmM3GSSMzqDRSbcabIEgtO5lpOVks5M0ZJBbJ2X8jISX7yr6IuTPSJfEb4Jn0Y7QofHuJzAapy6D0p9nqrxL/motivate.jpg" target="_self"><img class="align-left" src="http://api.ning.com:80/files/Tc1DvjhnAzXqcmM3GSSMzqDRSbcabIEgtO5lpOVks5M0ZJBbJ2X8jISX7yr6IuTPSJfEb4Jn0Y7QofHuJzAapy6D0p9nqrxL/motivate.jpg?width=300" width="300"></img></a> <span class="font-size-3"><strong>First, let’s clear up a big misconception. Nobody can motivate you but you.</strong></span></p>
<p>You are 100% responsible for your own attitude and motivation. Other people can inspire you but you have to decide if their words or actions motivate you. You can just as easily choose…</p>
<p><a href="http://api.ning.com:80/files/Tc1DvjhnAzXqcmM3GSSMzqDRSbcabIEgtO5lpOVks5M0ZJBbJ2X8jISX7yr6IuTPSJfEb4Jn0Y7QofHuJzAapy6D0p9nqrxL/motivate.jpg" target="_self"><img src="http://api.ning.com:80/files/Tc1DvjhnAzXqcmM3GSSMzqDRSbcabIEgtO5lpOVks5M0ZJBbJ2X8jISX7yr6IuTPSJfEb4Jn0Y7QofHuJzAapy6D0p9nqrxL/motivate.jpg?width=300" width="300" class="align-left"/></a><span class="font-size-3"><strong>First, let’s clear up a big misconception. Nobody can motivate you but you.</strong></span></p>
<p>You are 100% responsible for your own attitude and motivation. Other people can inspire you but you have to decide if their words or actions motivate you. You can just as easily choose to ignore them. Motivational speakers can’t motivate you. Oh, they can get you all excited about a new idea or concept but that’s not motivation. Motivation is turning that excitement into action and only YOU can do that.</p>
<p> </p>
<p>The good news is that means you can be motivated and/or have a positive attitude whenever you choose to. No one can make you have an unproductive day or a crappy attitude unless you let them.</p>
<p> </p>
<p>In order to maintain a consistently high level of motivation, you need to have a plan to keep your motivation at that kind of level. This plan should include these 5 things:</p>
<p></p>
<p><strong>Clear written goals that you are working towards every day.</strong></p>
<p>There has been so much written about how valuable written goals can be to your success, this one should almost go without saying. For more on goals, read my blog HERE.</p>
<p></p>
<p><strong>Standards &amp; measures that show your progress towards your goals.</strong></p>
<p>The SMART system of setting goals says you goals must be Specific, Measurable, Attainable, Relevant &amp; Time-based. Using this formula you will have the necessary specifics to measure your progress towards achieving the goals you set.</p>
<p></p>
<p><strong>Success experiences</strong></p>
<p>You can be more successful and motivated by reminding yourself of past successes. My mentor, Jeffrey Gitomer, recommends putting your goals on your bathroom mirror so you see them every day. Once you have accomplished them, he recommends moving them to your bedroom mirror so you can remind yourself of how much you have accomplished.</p>
<p></p>
<p><strong>Recognition of some kind</strong></p>
<p>Nothing helps to keep you highly motivated like others recognizing you for your efforts. Enlist your family and friends to help you stay motivated by recognizing efforts and goals you reach.</p>
<p></p>
<p><strong>Reward of some kind</strong></p>
<p>While recognition is a form of reward, you also need to reward yourself with something tangible when you reach a goal. The reward should be something you desire and not something you would do anyway. The reward must support the goal. For example, if your goal is to not drink for a certain period of time, a bottle of your favorite liquor would not be a good reward.</p>
<p> </p>
<p>Set some goals for yourself and put them in writing. Develop a step-by-step plan on how you are going to reach those goals. In order to stay motivated, that plan should include both recognition of your effort from others and a reward for when (not if) you achieve each goal. Do this and you will be amazed at how much more successful and motivated you can be.</p>Mid Week Motivation With Joe Cala - "Introductory Episode" Automotive Sales - Car Salestag:www.automotivedigitalmarketing.com,2013-10-09:1970539:BlogPost:5025912013-10-09T23:28:53.000ZSean V. Bradleyhttp://www.automotivedigitalmarketing.com/profile/SeanVBradley
<p><object classid="clsid:d27cdb6e-ae6d-11cf-96b8-444553540000" codebase="http://download.macromedia.com/pub/shockwave/cabs/flash/swflash.cab#version=6,0,40,0" height="315" width="420"><param name="allowFullScreen" value="false"></param><param name="allowscriptaccess" value="never"></param><param name="src" value="//www.youtube.com/v/4_qspsTu1bw?version=3&amp;hl=en_US&amp;rel=0"></param><param name="allowfullscreen" value="false"></param><embed allowfullscreen="false" allowscriptaccess="never" height="315" src="//www.youtube.com/v/4_qspsTu1bw?version=3&amp;hl=en_US&amp;rel=0" type="application/x-shockwave-flash" width="420" wmode="opaque"></embed> <param name="wmode" value="opaque"></param></object>
<br></br>Mid Week Motivation With Joe Cala - "Introductory Episode" Automotive Sales - Car Sales…</p>
<p></p>
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<br/>Mid Week Motivation With Joe Cala - "Introductory Episode" Automotive Sales - Car Sales</p>
<p><a href="http://www.internetsales20group.com">http://www.internetsales20group.com</a></p>Sean V. Bradley Ft. Kalina Bradley "Stop Making Excuses" Success Is In YOUR Power & Controltag:www.automotivedigitalmarketing.com,2013-08-13:1970539:BlogPost:4933972013-08-13T00:49:42.000ZSean V. Bradleyhttp://www.automotivedigitalmarketing.com/profile/SeanVBradley
<p><object classid="clsid:d27cdb6e-ae6d-11cf-96b8-444553540000" codebase="http://download.macromedia.com/pub/shockwave/cabs/flash/swflash.cab#version=6,0,40,0" height="315" width="560"><param name="allowFullScreen" value="false"></param><param name="allowscriptaccess" value="never"></param><param name="src" value="//www.youtube.com/v/EH12XTHuJUE?hl=en_US&amp;version=3&amp;rel=0"></param><param name="allowfullscreen" value="false"></param><embed allowfullscreen="false" allowscriptaccess="never" height="315" src="//www.youtube.com/v/EH12XTHuJUE?hl=en_US&amp;version=3&amp;rel=0" type="application/x-shockwave-flash" width="560" wmode="opaque"></embed> <param name="wmode" value="opaque"></param></object>
<br></br><a href="http://www.internetsales20group.com">http://www.internetsales20group.com</a><br></br>Sean V. Bradley Ft. Kalina Bradley "Stop Making Excuses" Success Is In YOUR Power &amp; Control</p>
<p>12 year old Kalina S. Bradley discusses insight of the "7 Habits Of Highly Effective Teens" as well as the "Secret". Kalina at age 12 has a very balanced life and a clear understanding of what success and "effectiveness"…</p>
<p><object width="560" height="315" classid="clsid:d27cdb6e-ae6d-11cf-96b8-444553540000" codebase="http://download.macromedia.com/pub/shockwave/cabs/flash/swflash.cab#version=6,0,40,0"><param name="allowFullScreen" value="false"></param><param name="allowscriptaccess" value="never"></param><param name="src" value="//www.youtube.com/v/EH12XTHuJUE?hl=en_US&amp;version=3&amp;rel=0"></param><param name="allowfullscreen" value="false"></param><embed wmode="opaque" width="560" height="315" type="application/x-shockwave-flash" src="//www.youtube.com/v/EH12XTHuJUE?hl=en_US&amp;version=3&amp;rel=0" allowscriptaccess="never" allowfullscreen="false"></embed> <param name="wmode" value="opaque"></param></object>
<br/><a href="http://www.internetsales20group.com">http://www.internetsales20group.com</a><br/>Sean V. Bradley Ft. Kalina Bradley "Stop Making Excuses" Success Is In YOUR Power &amp; Control</p>
<p>12 year old Kalina S. Bradley discusses insight of the "7 Habits Of Highly Effective Teens" as well as the "Secret". Kalina at age 12 has a very balanced life and a clear understanding of what success and "effectiveness" means...</p>How Being Delusional Can Make You More Productivetag:www.automotivedigitalmarketing.com,2013-07-25:1970539:BlogPost:4914872013-07-25T12:39:57.000ZRichard Hollandhttp://www.automotivedigitalmarketing.com/profile/RichardHolland
<p><a href="http://api.ning.com:80/files/qn5ZDC3BwWmK1vumWy3MS8kHRHyl-V68hJjyBxS1*oODhVjGEVPsEDA5y7zRWQAZb6kShR8czoLw7viveoMFcfXUwfXlvrPi/mirrordelusiondeluded.jpg" target="_self"><img class="align-left" src="http://api.ning.com:80/files/qn5ZDC3BwWmK1vumWy3MS8kHRHyl-V68hJjyBxS1*oODhVjGEVPsEDA5y7zRWQAZb6kShR8czoLw7viveoMFcfXUwfXlvrPi/mirrordelusiondeluded.jpg" width="400"></img></a> I came across an <a href="http://www.linkedin.com/today/post/article/20130716151039-4061630-the-most-important-tool-for-entrepreneurs-self-delusion?trk=tod-posts-art-">article</a> recently on LinkedIn by A.J. Jacobs, editor of Esquire magazine, in which he discussed using self-delusion as a tool to…</p>
<p><a href="http://api.ning.com:80/files/qn5ZDC3BwWmK1vumWy3MS8kHRHyl-V68hJjyBxS1*oODhVjGEVPsEDA5y7zRWQAZb6kShR8czoLw7viveoMFcfXUwfXlvrPi/mirrordelusiondeluded.jpg" target="_self"><img src="http://api.ning.com:80/files/qn5ZDC3BwWmK1vumWy3MS8kHRHyl-V68hJjyBxS1*oODhVjGEVPsEDA5y7zRWQAZb6kShR8czoLw7viveoMFcfXUwfXlvrPi/mirrordelusiondeluded.jpg" width="400" class="align-left"/></a>I came across an <a href="http://www.linkedin.com/today/post/article/20130716151039-4061630-the-most-important-tool-for-entrepreneurs-self-delusion?trk=tod-posts-art-">article</a> recently on LinkedIn by A.J. Jacobs, editor of Esquire magazine, in which he discussed using self-delusion as a tool to becoming more productive. He’s a published author as well and he discussed how some days he would have feelings of despair that a “project was too big, too unwieldy.” His solution was self-deception. It’s not a new idea but one that some of us use regularly perhaps without even realizing it.</p>
<p> </p>
<p>Jacobs said that, on those days when he felt like was couldn’t get started or was overwhelmed; he would “force [himself] to act in an optimistic way”. He’d sit down and just start typing. By forcing himself to think this way, he found that eventually “his mind would catch up [and that he’d] start to feel optimistic.”</p>
<p> </p>
<p>He included a great quote in his article from the founder of Habitat for Humanity, Millard Fuller:</p>
<p> </p>
<p><i>“It’s easier to act your way into a new way of thinking than to think your way into a new way of acting.”</i></p>
<p> </p>
<p>How true is that? How many times in your professional (or personal) lives have you had a bad day? Or had something happen in your life that affected your personal attitude, but you had to force yourself to smile? If you’re in a leadership position, you know that a best practice is to leave your personal lives at the door. You always have to put on a smile for that customer, be nice to your peers or subordinates, or even to your spouse.</p>
<p> </p>
<p>Now let’s change course and talk about how you manage your employees. Do you greet them every morning? Do you say “Hello” and that you’re glad they are there on that day? For some people, recognition and a simple acknowledgement of their existence is a powerful motivator. For some, it’s even more powerful than money.</p>
<p> </p>
<p>According to American psychologist, Abraham Maslow, known for “<a href="http://en.wikipedia.org/wiki/Maslow%27s_hierarchy_of_needs">Maslow’s Hierarchy of Needs</a>,” money is a motivator but on a much lower level in the hierarchy and that motivation is short-lived. He theorizes, “praise, respect, recognition, empowerment and a sense of belonging are far more powerful <a href="http://en.wikipedia.org/wiki/Motivation">motivators</a> than money.”</p>
<p> </p>
<p>While this is certainly something that you, as a leader in your company, can do to help motivate your staff; it has the great side effect of making them feel better, be more productive and produce higher quality work. However, since you are the leader, who is supposed to do that for you?</p>
<p> </p>
<p>You are!</p>
<p> </p>
<p>All of the things that you do to motivate your employees, you need to make sure you are doing for yourself. As Jacobs points out, this idea has been around for ages and has “spawned rhymes” such as “Fake it till you make it” amongst others. You’ve heard them, I’m sure.</p>
<p> </p>
<p>Keeping your employees happy is certainly an important part of being a leader but don’t forget your own motivators. Way too often in the car business, we use money as a motivator and, while everyone likes money, sometimes a “Good job!” is a much better investment than that $20 spiff. </p>
<p> </p>
<p>Your attitude affects not only you but also everyone in your life. Next time a bad day hits you square in the face, challenge yourself to be delusional. </p>One change can increase sales amd improve the life of everyone on your teamtag:www.automotivedigitalmarketing.com,2013-05-28:1970539:BlogPost:4805902013-05-28T23:00:00.000ZMathew Koenighttp://www.automotivedigitalmarketing.com/profile/MathewKoenig
<p>Often times when I chat with dealers I ask dealers what is keeping them, from getting to the next level of super success I hear responses like:<br></br> <br></br> We need more quality leads.<br></br> Or... Cars are bringing brain damage at the sale.<br></br> Or... It's hard to find real salespeople anymore man, they just don't breed them like us, you know what I mean?<br></br> <br></br> My answer to these issues are yes, yes and yes...so what. You have to control the controllable and you can control all of these…</p>
<p>Often times when I chat with dealers I ask dealers what is keeping them, from getting to the next level of super success I hear responses like:<br/> <br/> We need more quality leads.<br/> Or... Cars are bringing brain damage at the sale.<br/> Or... It's hard to find real salespeople anymore man, they just don't breed them like us, you know what I mean?<br/> <br/> My answer to these issues are yes, yes and yes...so what. You have to control the controllable and you can control all of these issues so why aren't you.<br/> <br/> More quality leads needed? Dump the lead providers that suck and invest in the stuff that is quality...heck, just train your people to prospect the right way and build repeat and referral business since they are the best quality leads. Change your way of thinking.<br/> <br/> Cars too expensive? So what! That means they are too expensive for everyone and now your aged inventory just became a better deal. Change your way of thinking.<br/> <br/> Sales team weaker than circus lemonade? This is a great! you now have an opportunity for you to step up as a leader and shape them into the rock star that you once were! They are going to love you even more once you help them learn what they need to know so they can make more money. You just have to change you way of thinking.<br/> <br/> Often times we are holding everyone else accountable...scratch that, we are shifting blame to everyone and everything else for our lack of success but we have a toolbox full of success resources right between our ears and its more powerful than any technology we can buy.<br/> <br/> Make a change in how you see the situation and you'll start to craft ideas for creating the success that you desire. As He-man said "I have the power!" (80's cartoon for the gang to young to remember)<br/> <br/> As Steve Jobs said: "My job isn't to be easy on people, it's to make them better."<br/> <br/> Helping the best get better,<br/> Mat Koenig<br/> CEO<br/> KonigCo // AutoOption<br/> <a href="http://www.konig.co/autooption">www.konig.co/autooption</a></p>The Dismissed 75%tag:www.automotivedigitalmarketing.com,2013-05-20:1970539:BlogPost:4777622013-05-20T13:40:21.000ZPatrick Kellyhttp://www.automotivedigitalmarketing.com/profile/PatrickKelly
<p><a href="http://api.ning.com:80/files/imbe9KBD0dPCZnqFU0Lzlqz2LewawQUX5ZXVc9qpIOLBrlnW36adjJ7jEbvsM2NOfmNtv-DCX1nLAmHoOi6*CEeOpzrTSDIg/followup.JPG" target="_self"><img class="align-left" src="http://api.ning.com:80/files/imbe9KBD0dPCZnqFU0Lzlqz2LewawQUX5ZXVc9qpIOLBrlnW36adjJ7jEbvsM2NOfmNtv-DCX1nLAmHoOi6*CEeOpzrTSDIg/followup.JPG?width=200" width="200"></img></a></p>
<p>Logging ups has never been more critical to dealership success. I mean <u>every</u> up, not just those moved some distance along the road to the sale before they walk or buy.</p>
<p> </p>
<p>Only ups from whom the dealership obtains name, rank and serial number have currency. Only ups the dealership can…</p>
<p><a href="http://api.ning.com:80/files/imbe9KBD0dPCZnqFU0Lzlqz2LewawQUX5ZXVc9qpIOLBrlnW36adjJ7jEbvsM2NOfmNtv-DCX1nLAmHoOi6*CEeOpzrTSDIg/followup.JPG" target="_self"><img src="http://api.ning.com:80/files/imbe9KBD0dPCZnqFU0Lzlqz2LewawQUX5ZXVc9qpIOLBrlnW36adjJ7jEbvsM2NOfmNtv-DCX1nLAmHoOi6*CEeOpzrTSDIg/followup.JPG?width=200" width="200" class="align-left"/></a></p>
<p>Logging ups has never been more critical to dealership success. I mean <u>every</u> up, not just those moved some distance along the road to the sale before they walk or buy.</p>
<p> </p>
<p>Only ups from whom the dealership obtains name, rank and serial number have currency. Only ups the dealership can contact again are of value to the business.</p>
<p> </p>
<p>Every time an associate fails to log an up, his or her error costs the dealership thousands of dollars!</p>
<p> </p>
<p>We know this by reverse comparison. Calls by CAR-Research’s certified Research Center to more than 167,000 consumers who walked from dealerships without purchasing show how potentially profitable it can be to capture every up.</p>
<p> </p>
<p>This research showed that with the right follow-up effort, 33 percent of unsold customers will come back and allow the dealership another chance to close the deal. Sixty-seven percent of those who do come back will end up purchasing a vehicle from that dealership.</p>
<p> </p>
<p>Logging every up should truly matter to the dealership. The numbers are compelling. On average, industry stats show, just 25 percent of dealership traffic is logged. This means 75 percent of potential business becomes vapor and thus lost opportunity. You cannot follow up with shoppers whose contact information is not logged!</p>
<p> </p>
<p>Yet even with such potential, dealerships treat most shoppers incorrectly and fail to capture their log-up information. Either no effort is made by the sales associate to capture the up’s name and contact information or the associate rules out the up’s potential based on preconceived presumptions, or for any number of other reasons.</p>
<p> </p>
<p>Thus, achieving a more perfect up-log rate may require closer management of staff, as the incentive is generally weak to log ups that don’t seem to be hot prospects. This might also be the right time to review the dealership’s written up-logging policy, one having specific consequences for staff that doesn’t comply.</p>
<p> </p>
<p> J.D. Power notes that consumers today shop fewer dealerships before buying, just 1.4 dealerships, down from 4.5 in 2005.</p>
<p> </p>
<p>This tightening cycle means 85 percent of vehicle shoppers are predisposed to buy a car the day they decide to go shopping, the CAR-Research study showed. According to JD Power, 78 percent of the time shoppers skip the Internet lead process and just drop in.</p>
<p> </p>
<p>Here’s the opportunity to log every up while pulling out the stops – the right price, product, presentation and personality – to capture customer on their first visit. If not, they’ll be shopping the dealership down the street and buy there unless the first dealership follows up within 90 minutes and invites them back for a second chance at the sale.</p>
<p> </p>
<p>How might dealership fortunes turn for you if 75 percent of a store’s traffic was pursued – and pursued using the right unsold strategies -- within 90 minutes of leaving the dealership? The numbers will astound you. I am always available to answer questions.</p>WEEKEND SMILE PHOTO - George Carlin driver wisdomtag:www.automotivedigitalmarketing.com,2013-05-11:1970539:BlogPost:4757392013-05-11T05:00:16.000ZBig Tom LaPointehttp://www.automotivedigitalmarketing.com/profile/TomLaPointe
<p><a href="http://api.ning.com:80/files/gj9J14QXQpnJrFbHqCUS7hmp7ZnWahwDrA1ureKucrNEnBauO2vPoJoX5DX*7Un*0Htr3KkwmkUzWh7djYG3tZOJIDNcr19h/georgecarlin.jpg" target="_self"><img class="align-full" src="http://api.ning.com:80/files/gj9J14QXQpnJrFbHqCUS7hmp7ZnWahwDrA1ureKucrNEnBauO2vPoJoX5DX*7Un*0Htr3KkwmkUzWh7djYG3tZOJIDNcr19h/georgecarlin.jpg" width="749"></img></a></p>
<p><strong><span class="font-size-5">Take a quick moment to laugh at this simplistic reality of most people on the road. George (may he rest in peace) was great at getting people to smile.…</span></strong></p>
<p><a href="http://api.ning.com:80/files/gj9J14QXQpnJrFbHqCUS7hmp7ZnWahwDrA1ureKucrNEnBauO2vPoJoX5DX*7Un*0Htr3KkwmkUzWh7djYG3tZOJIDNcr19h/georgecarlin.jpg" target="_self"><img width="749" class="align-full" src="http://api.ning.com:80/files/gj9J14QXQpnJrFbHqCUS7hmp7ZnWahwDrA1ureKucrNEnBauO2vPoJoX5DX*7Un*0Htr3KkwmkUzWh7djYG3tZOJIDNcr19h/georgecarlin.jpg"/></a></p>
<p><strong><span class="font-size-5">Take a quick moment to laugh at this simplistic reality of most people on the road. George (may he rest in peace) was great at getting people to smile.</span></strong></p>
<div style="margin: 6px; padding: 5px; width: 146px; float: right; background-color: #ffffcc;"><img width="138" class="align-center" src="http://api.ning.com:80/files/QQm3p09ui8VSbVTydrQHgTe0g3v3UUvZo1S5vWQXjIvP3Nye7oe4sH7A15oah1WCYKppX0S2sCXDynqArh0Rui1FJQB1ksHU/jeffsternscarchat24.jpg"/><strong><span class="font-size-1">Check out Jeff Sterns, CarChat24 VP of Sales and Business Development, at AutoCon 2013 in Las Vegas</span><br/></strong></div>
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<p><strong>Tom LaPointe</strong><br/> <strong>CarChat24<a href="http://api.ning.com:80/files/X*t4t7cupRJl-nTVRp782G-twkyfBjED-iYyvAgcJfZvDla-sCniXEek3-G7DPjMNSn1fElEKGcEj9*mz3IcuSI-WtocBOIG/ChatCarChat24webdual484x236.jpg" target="_self"><img width="330" class="align-right" src="http://api.ning.com:80/files/X*t4t7cupRJl-nTVRp782G-twkyfBjED-iYyvAgcJfZvDla-sCniXEek3-G7DPjMNSn1fElEKGcEj9*mz3IcuSI-WtocBOIG/ChatCarChat24webdual484x236.jpg?width=330"/></a></strong></p>
<p>Interactive Media Manager / Industry Analyst</p>
<p><a href="http://www.carchat24.com/"><b><font size="2"><span lang="" xml:lang="">www.carchat24.com/</span></font></b></a> <b><font color="#222222" size="2"><font color="#222222" size="2"><br/> <i>24/7 Interactive Automotive Dealer Website Chat Solutions<br/></i></font></font></b> <font color="#222222" size="2"><font color="#222222" size="2"><i>Hosted or In-House Options – FREE web chat software<br/> <b>727-638-0195</b></i></font></font></p>
<p><em>Tom has an MBA in Marketing and is an automotive writer and author with more than 15 years experience in virtually every aspect of the retail auto industry. He has been a performance leader in everything from sales and service, to web development and viral marketing.</em></p>
<p><em><a href="http://www.facebook.com/CarChat24">www.facebook.com/CarChat24</a> / <a href="https://twitter.com/CarChat24">https://twitter.com/CarChat24</a> / <a href="http://bit.ly/CarChat24GooglePlus">bit.ly/CarChat24GooglePlus</a></em></p>
<p> </p>VIDEO: Are you giving your best?tag:www.automotivedigitalmarketing.com,2013-04-30:1970539:BlogPost:4724562013-04-30T04:00:00.000ZBig Tom LaPointehttp://www.automotivedigitalmarketing.com/profile/TomLaPointe
<p><strong><span class="font-size-4">Clip from Facing the Giants will fire you up every time</span></strong></p>
<p><span class="font-size-4">I could watch this clip 100 times and every time it helps me refocus. Forget that it’s fiction. Forget that it’s from a movie with a spiritual message. It is one of the best illustrations you will ever see for overcoming fear and a weak belief level – whether it’s in business or your personal life.…</span></p>
<p></p>
<p><strong><span class="font-size-4">Clip from Facing the Giants will fire you up every time</span></strong></p>
<p><span class="font-size-4">I could watch this clip 100 times and every time it helps me refocus. Forget that it’s fiction. Forget that it’s from a movie with a spiritual message. It is one of the best illustrations you will ever see for overcoming fear and a weak belief level – whether it’s in business or your personal life.</span></p>
<p><span class="font-size-4"><iframe width="420" height="315" src="http://www.youtube.com/embed/-vB59PkB0eQ?wmode=opaque" frameborder="0"></iframe>
</span></p>
<p><span class="font-size-4">Years back, I heard a manager describe managing a sales team like using the throttle of a boat. “When you take your hand off the throttle, the momentum fades immediately”, he explained. That is especially true in today’s extremely competitive environment. Keep belief levels high, and keep your hand on the throttle, and you can overcome virtually any obstacle – real or perceived.</span></p>
<p></p>
<div style="margin: 6px; padding: 5px; width: 146px; float: right; background-color: #ffffcc;"><img width="138" class="align-center" src="http://api.ning.com:80/files/QQm3p09ui8VSbVTydrQHgTe0g3v3UUvZo1S5vWQXjIvP3Nye7oe4sH7A15oah1WCYKppX0S2sCXDynqArh0Rui1FJQB1ksHU/jeffsternscarchat24.jpg"/><strong><span class="font-size-1">Check out Jeff Sterns, CarChat24 VP of Sales and Business Development, at AutoCon 2013 in Las Vegas</span><br/></strong></div>
<p>--------------------------------------------------------------------------</p>
<p><strong>Tom LaPointe</strong><br/> <strong>CarChat24<a href="http://api.ning.com:80/files/X*t4t7cupRJl-nTVRp782G-twkyfBjED-iYyvAgcJfZvDla-sCniXEek3-G7DPjMNSn1fElEKGcEj9*mz3IcuSI-WtocBOIG/ChatCarChat24webdual484x236.jpg" target="_self"><img width="330" class="align-right" src="http://api.ning.com:80/files/X*t4t7cupRJl-nTVRp782G-twkyfBjED-iYyvAgcJfZvDla-sCniXEek3-G7DPjMNSn1fElEKGcEj9*mz3IcuSI-WtocBOIG/ChatCarChat24webdual484x236.jpg?width=330"/></a></strong></p>
<p>Interactive Media Manager / Industry Analyst</p>
<p><a href="http://www.carchat24.com/"><b><font size="2"><span lang="" xml:lang="">www.carchat24.com/</span></font></b></a> <b><font color="#222222" size="2"><font color="#222222" size="2"><br/> <i>24/7 Interactive Automotive Dealer Website Chat Solutions<br/></i></font></font></b> <font color="#222222" size="2"><font color="#222222" size="2"><i>Hosted or In-House Options – FREE web chat software<br/> <b>727-638-0195</b></i></font></font></p>
<p><em>Tom has an MBA in Marketing and is an automotive writer and author with more than 15 years experience in virtually every aspect of the retail auto industry. He has been a performance leader in everything from sales and service, to web development and viral marketing.</em></p>
<p><em><a href="http://www.facebook.com/CarChat24">www.facebook.com/CarChat24</a> / <a href="https://twitter.com/CarChat24">https://twitter.com/CarChat24</a> / <a href="http://bit.ly/CarChat24GooglePlus">bit.ly/CarChat24GooglePlus</a></em></p>
<p> </p>Make Money Mondays With Sean V. Bradley "Motivation, Inspiration & Dedication"tag:www.automotivedigitalmarketing.com,2013-04-08:1970539:BlogPost:4613892013-04-08T16:00:00.000ZSean V. Bradleyhttp://www.automotivedigitalmarketing.com/profile/SeanVBradley
<p><object classid="clsid:d27cdb6e-ae6d-11cf-96b8-444553540000" codebase="http://download.macromedia.com/pub/shockwave/cabs/flash/swflash.cab#version=6,0,40,0" height="480" width="853"><param name="allowFullScreen" value="false"></param><param name="allowscriptaccess" value="never"></param><param name="src" value="http://www.youtube.com/v/NLARPJWX5mQ?hl=en_US&amp;version=3&amp;rel=0"></param><param name="allowfullscreen" value="false"></param><embed allowfullscreen="false" allowscriptaccess="never" height="480" src="http://www.youtube.com/v/NLARPJWX5mQ?hl=en_US&amp;version=3&amp;rel=0" type="application/x-shockwave-flash" width="853" wmode="opaque"></embed> <param name="wmode" value="opaque"></param></object>
<br></br><a href="http://www.internetsales.com">http://www.internetsales.com</a></p>
<p>Make Money Mondays With Sean V. Bradley "Motivation, Inspiration &amp;…</p>
<p><object width="853" height="480" classid="clsid:d27cdb6e-ae6d-11cf-96b8-444553540000" codebase="http://download.macromedia.com/pub/shockwave/cabs/flash/swflash.cab#version=6,0,40,0"><param name="allowFullScreen" value="false"></param><param name="allowscriptaccess" value="never"></param><param name="src" value="http://www.youtube.com/v/NLARPJWX5mQ?hl=en_US&amp;version=3&amp;rel=0"></param><param name="allowfullscreen" value="false"></param><embed wmode="opaque" width="853" height="480" type="application/x-shockwave-flash" src="http://www.youtube.com/v/NLARPJWX5mQ?hl=en_US&amp;version=3&amp;rel=0" allowscriptaccess="never" allowfullscreen="false"></embed> <param name="wmode" value="opaque"></param></object>
<br/><a href="http://www.internetsales.com">http://www.internetsales.com</a></p>
<p>Make Money Mondays With Sean V. Bradley "Motivation, Inspiration &amp; Dedication"</p>Motivation Lessons From Jason Beckertag:www.automotivedigitalmarketing.com,2013-04-05:1970539:BlogPost:4675852013-04-05T17:30:00.000ZStan Sherhttp://www.automotivedigitalmarketing.com/profile/StanSher101
<p>Who is Jason Becker you might ask? Before I tell you I want to let you know that the reason for this post is because I am tired of hearing people tell me that they cannot do something or that things are impossible. I hear it from sales professionals at dealerships. I hear it from people that I meet in social environments that tell me they are looking for a job after I mention the possibility of car sales. I even hear it from people in my family who sometimes make excuses instead of…</p>
<p>Who is Jason Becker you might ask? Before I tell you I want to let you know that the reason for this post is because I am tired of hearing people tell me that they cannot do something or that things are impossible. I hear it from sales professionals at dealerships. I hear it from people that I meet in social environments that tell me they are looking for a job after I mention the possibility of car sales. I even hear it from people in my family who sometimes make excuses instead of working to find a solution. Enough already!</p>
<p></p>
<p><a href="http://api.ning.com:80/files/OhWd21fZFE2Fks-x5l13W0N8vIqq5XaNq*5H5GMxut-UMupVvpW3zSjoUi9U*LnuM5ypH2iaSI1c8MEsaFVk7Udq4f3*Q0GR/220pxJason_Becker.jpg" target="_self"><img src="http://api.ning.com:80/files/OhWd21fZFE2Fks-x5l13W0N8vIqq5XaNq*5H5GMxut-UMupVvpW3zSjoUi9U*LnuM5ypH2iaSI1c8MEsaFVk7Udq4f3*Q0GR/220pxJason_Becker.jpg" width="220" class="align-center"/></a></p>
<p></p>
<p>As some of you may know I have a huge hobby involving music and guitars. In fact you might have seen my videos on YouTube. Recently, I changed my company (Dealer eTraining) logo to involve a guitar with the proper theme involving automotive dealerships. Yes, I am that infatuated with music.</p>
<p></p>
<p>Since I am heavily into music and playing guitar I am a huge fan of some of the greatest guitar players to ever live (Hendrix, Clapton, Eddie Van Halen, Vai, Satriani, etc...). As a student of guitar and a person that likes to be inspired I discovered Jason Becker a little bit later (3 years ago) because it is unfortunate that he no longer plays guitar. I discovered Jason Becker by hearing other musicians perform his music in tribute, listening to a David Lee Roth album, and seeing videos on YouTube. I learned that Jason has suffered from Amyotrophic Lateral Sclerosis after being diagnosed at age 20. The man was a child prodigy and can play anything. I mean a real wizard. He found fame as a young up and coming guitar player at 16 and around 20 was recording an album as the guitar player for the David Lee Roth band. He had to cancel plans to tour because of his disease and within a few short years would lose feeling in his whole body.</p>
<p></p>
<p><a href="http://youtu.be/tYIZP1hrfZI" target="_blank">About Jason Becker Video</a></p>
<p></p>
<p>He eventually would become paralyzed completely and could not talk. However, his mind worked and with the use of creating computerized devices he was able to compose brilliant masterpiece compositions that he would utilize other musicians to record in order for him to release an album. His parents created a way to read his eye signals to spell out the words that he needs to communicate. This is how he functions yet still creates his own success without having a second thought to complain about anything.</p>
<p></p>
<p>Why am I writing about this? I believe that you can do anything that you want if you put your mind to it. Stop crying about how bad it is. If you are alive and well, healthy and in control of the situation then step up your game and maximize your opportunity. If a man who cannot function one bit can do it then I am sure that a fully capable human can do it. My advise is to study your profession and become great at it. The automotive industry is a lucrative profession and can be a positive experience. I know that it taught me a lot about life and being able to go out and get what I want.</p>
<p></p>
<p>The video you just watched is a news clip. For more inspiration regarding Jason I suggest that everyone watch the movie "Jason Becker: Not Dead Yet" (<a href="http://www.jasonbeckermovie.com">http://www.jasonbeckermovie.com</a>). Grab a box of tissues and prepare to get inspired. The bottom line is that you can do anything that you set your mind on and this is living proof. If Jason is not dead yet then you should not be either.</p>Make Money Mondays With Sean V. Bradley - Crush Your Competition With Surgical Precisiontag:www.automotivedigitalmarketing.com,2013-02-25:1970539:BlogPost:4530642013-02-25T15:00:00.000ZSean V. Bradleyhttp://www.automotivedigitalmarketing.com/profile/SeanVBradley
<p><object classid="clsid:d27cdb6e-ae6d-11cf-96b8-444553540000" codebase="http://download.macromedia.com/pub/shockwave/cabs/flash/swflash.cab#version=6,0,40,0" height="315" width="560"><param name="allowFullScreen" value="false"></param><param name="allowscriptaccess" value="never"></param><param name="src" value="http://www.youtube.com/v/s5fYaFylz-8?version=3&amp;hl=en_US&amp;rel=0"></param><param name="allowfullscreen" value="false"></param><param name="wmode" value="opaque"></param><embed allowfullscreen="false" allowscriptaccess="never" height="315" src="http://www.youtube.com/v/s5fYaFylz-8?version=3&amp;hl=en_US&amp;rel=0" type="application/x-shockwave-flash" width="560" wmode="opaque"></embed> </object>
</p>
<p><a href="http://www.internetsales20group.com">http://www.internetsales20group.com</a><br></br><br></br> Make Money Mondays With Sean V. Bradley - Crush Your Competition With Surgical…</p>
<p><object width="560" height="315" classid="clsid:d27cdb6e-ae6d-11cf-96b8-444553540000" codebase="http://download.macromedia.com/pub/shockwave/cabs/flash/swflash.cab#version=6,0,40,0"><param name="allowFullScreen" value="false"></param><param name="allowscriptaccess" value="never"></param><param name="src" value="http://www.youtube.com/v/s5fYaFylz-8?version=3&amp;hl=en_US&amp;rel=0"></param><param name="allowfullscreen" value="false"></param><param name="wmode" value="opaque"></param><embed wmode="opaque" width="560" height="315" type="application/x-shockwave-flash" src="http://www.youtube.com/v/s5fYaFylz-8?version=3&amp;hl=en_US&amp;rel=0" allowscriptaccess="never" allowfullscreen="false"></embed> </object>
</p>
<p><a href="http://www.internetsales20group.com">http://www.internetsales20group.com</a><br/><br/> Make Money Mondays With Sean V. Bradley - Crush Your Competition With Surgical Precision!</p>Make Money Mondays With Sean V. Bradley (2-18-2013)tag:www.automotivedigitalmarketing.com,2013-02-18:1970539:BlogPost:4480912013-02-18T18:44:11.000ZSean V. Bradleyhttp://www.automotivedigitalmarketing.com/profile/SeanVBradley
<p><object classid="clsid:d27cdb6e-ae6d-11cf-96b8-444553540000" codebase="http://download.macromedia.com/pub/shockwave/cabs/flash/swflash.cab#version=6,0,40,0" height="315" width="560"><param name="allowFullScreen" value="false"></param><param name="allowscriptaccess" value="never"></param><param name="src" value="http://www.youtube.com/v/vn10BXOd_l4?hl=en_US&amp;version=3&amp;rel=0"></param><param name="allowfullscreen" value="false"></param><param name="wmode" value="opaque"></param><embed allowfullscreen="false" allowscriptaccess="never" height="315" src="http://www.youtube.com/v/vn10BXOd_l4?hl=en_US&amp;version=3&amp;rel=0" type="application/x-shockwave-flash" width="560" wmode="opaque"></embed> </object>
</p>
<p><a href="http://www.robertweisman.com">http://www.robertweisman.com</a><br></br> <a href="http://www.internetsales20group.com">http://www.internetsales20group.com</a></p>
<p>Make Money Mondays With Sean V. Bradley…</p>
<p><object width="560" height="315" classid="clsid:d27cdb6e-ae6d-11cf-96b8-444553540000" codebase="http://download.macromedia.com/pub/shockwave/cabs/flash/swflash.cab#version=6,0,40,0"><param name="allowFullScreen" value="false"></param><param name="allowscriptaccess" value="never"></param><param name="src" value="http://www.youtube.com/v/vn10BXOd_l4?hl=en_US&amp;version=3&amp;rel=0"></param><param name="allowfullscreen" value="false"></param><param name="wmode" value="opaque"></param><embed wmode="opaque" width="560" height="315" type="application/x-shockwave-flash" src="http://www.youtube.com/v/vn10BXOd_l4?hl=en_US&amp;version=3&amp;rel=0" allowscriptaccess="never" allowfullscreen="false"></embed> </object>
</p>
<p><a href="http://www.robertweisman.com">http://www.robertweisman.com</a><br/> <a href="http://www.internetsales20group.com">http://www.internetsales20group.com</a></p>
<p>Make Money Mondays With Sean V. Bradley (2-18-2013)</p>Make Money Mondays With Sean V. Bradley (2-11-2013)tag:www.automotivedigitalmarketing.com,2013-02-11:1970539:BlogPost:4477872013-02-11T15:00:00.000ZSean V. Bradleyhttp://www.automotivedigitalmarketing.com/profile/SeanVBradley
<p><object classid="clsid:d27cdb6e-ae6d-11cf-96b8-444553540000" codebase="http://download.macromedia.com/pub/shockwave/cabs/flash/swflash.cab#version=6,0,40,0" height="315" width="560"><param name="allowFullScreen" value="false"></param><param name="allowscriptaccess" value="never"></param><param name="src" value="http://www.youtube.com/v/p-LeiT3Lpic?version=3&amp;hl=en_US&amp;rel=0"></param><param name="allowfullscreen" value="false"></param><embed allowfullscreen="false" allowscriptaccess="never" height="315" src="http://www.youtube.com/v/p-LeiT3Lpic?version=3&amp;hl=en_US&amp;rel=0" type="application/x-shockwave-flash" width="560" wmode="opaque"></embed> <param name="wmode" value="opaque"></param></object>
<br></br><a href="http://www.internetsales20group.com">http://www.internetsales20group.com</a></p>
<p>Make Money Mondays With Sean V. Bradley (1-28-2013)</p>
<p>"Be Careful of Distractions Disguised As…</p>
<p><object width="560" height="315" classid="clsid:d27cdb6e-ae6d-11cf-96b8-444553540000" codebase="http://download.macromedia.com/pub/shockwave/cabs/flash/swflash.cab#version=6,0,40,0"><param name="allowFullScreen" value="false"></param><param name="allowscriptaccess" value="never"></param><param name="src" value="http://www.youtube.com/v/p-LeiT3Lpic?version=3&amp;hl=en_US&amp;rel=0"></param><param name="allowfullscreen" value="false"></param><embed wmode="opaque" width="560" height="315" type="application/x-shockwave-flash" src="http://www.youtube.com/v/p-LeiT3Lpic?version=3&amp;hl=en_US&amp;rel=0" allowscriptaccess="never" allowfullscreen="false"></embed> <param name="wmode" value="opaque"></param></object>
<br/><a href="http://www.internetsales20group.com">http://www.internetsales20group.com</a></p>
<p>Make Money Mondays With Sean V. Bradley (1-28-2013)</p>
<p>"Be Careful of Distractions Disguised As Opportunities"</p>Farmers Make More Moneytag:www.automotivedigitalmarketing.com,2013-01-17:1970539:BlogPost:4453152013-01-17T13:30:00.000ZPatrick Kellyhttp://www.automotivedigitalmarketing.com/profile/PatrickKelly
<p><span class="font-size-3"><a href="http://api.ning.com:80/files/soTH0VooI56N3ibm5NPvV91I1HagdhmBrCPGnwcCalZOOQnOqIjYrvBl7LEonqCkeucbRDxNwnBTBGOkORaIF0PPSRFFf-ot/govermentfarmsubsidiesgoingtothewealthy01af.jpg" target="_self"><img class="align-left" src="http://api.ning.com:80/files/soTH0VooI56N3ibm5NPvV91I1HagdhmBrCPGnwcCalZOOQnOqIjYrvBl7LEonqCkeucbRDxNwnBTBGOkORaIF0PPSRFFf-ot/govermentfarmsubsidiesgoingtothewealthy01af.jpg?width=250" width="250"></img></a> <strong>Men and women who consistently put big numbers on the sales board are farmers.</strong></span></p>
<p><span class="font-size-3">No, they don’t grow organic vegetables, but they do know the value of the law of the harvest.…</span></p>
<p></p>
<p><span class="font-size-3"><a href="http://api.ning.com:80/files/soTH0VooI56N3ibm5NPvV91I1HagdhmBrCPGnwcCalZOOQnOqIjYrvBl7LEonqCkeucbRDxNwnBTBGOkORaIF0PPSRFFf-ot/govermentfarmsubsidiesgoingtothewealthy01af.jpg" target="_self"><img src="http://api.ning.com:80/files/soTH0VooI56N3ibm5NPvV91I1HagdhmBrCPGnwcCalZOOQnOqIjYrvBl7LEonqCkeucbRDxNwnBTBGOkORaIF0PPSRFFf-ot/govermentfarmsubsidiesgoingtothewealthy01af.jpg?width=250" width="250" class="align-left"/></a><strong>Men and women who consistently put big numbers on the sales board are farmers.</strong></span></p>
<p><span class="font-size-3">No, they don’t grow organic vegetables, but they do know the value of the law of the harvest.</span></p>
<p><span class="font-size-3">This law says that what you sow you reap.</span></p>
<p><span class="font-size-3">With 100% certainty, if you plant tomato seeds the end result will be tomatoes. </span></p>
<p><span class="font-size-3">In other words, if you sow or plant future sales opportunities by working your customer database you’re certain to convert many of those opportunities into sales.</span></p>
<p><span class="font-size-3">These sales will happen, not always in the same season, of course, but because you plant seeds – plant future sales opportunities -- every day. Because you do, you reap a harvest every day as well.</span></p>
<p><span class="font-size-3"> </span></p>
<p><span class="font-size-4"><strong>Unfortunately, most sales associates are not farmers</strong></span></p>
<p><span class="font-size-3">They’re waiters… waiting on a fresh showroom up, a phone up or an internet lead. Statistically, their sales tend to carry low grosses, their customer CSI is lower, and their deals earn them only mini commissions.</span></p>
<p><span class="font-size-3"> </span></p>
<p><span class="font-size-4"><b>Break up your fallow ground</b></span></p>
<p><span class="font-size-3">In agriculture terms, acreage not used for crop production for a season or two is called fallow ground. In car sales terms, this acreage is the customer database. The farmers in the dealership know that it’s by breaking up their fallow ground – working the database – that bountiful harvests are secured for the months and years ahead.</span></p>
<p><span class="font-size-3"> </span></p>
<p><span class="font-size-4"><strong>Farmers make great car sales professionals</strong></span></p>
<p><span class="font-size-3">They take control of their future. They don’t complain, don’t waste time in huddles, and they show up on time to work, not read the newspaper and get themselves “settled.”</span></p>
<p><span class="font-size-3"> </span></p>
<p><strong><span class="font-size-3">Farmers work their ground regularly by calling customers and asking them for referrals, to obtain names of other members in the household who own or drive vehicles and they routinely promote themselves through community networking and personal public relations efforts.</span></strong></p>
<p><span class="font-size-3"> </span></p>
<p><span class="font-size-3">Farmers in the dealership, compared to hunters:</span></p>
<ul>
<li><span class="font-size-3">Plant seeds with the 30 percent of everyone in the associate’s database who has someone in their family or among their friends and associates who will buy a car within 90 days, according to Joe Verde.<br/> </span></li>
<li><span class="font-size-3">Go after the 33 percent of customers who leave a dealership unsold and who would return if prospected. Research shows that 67 percent of these deals will close!<br/> </span></li>
<li><span class="font-size-3">Work the odds that just 15 percent of customers are pursued after the sale – this is fertile soil for farmers.<br/> </span></li>
<li><span class="font-size-3">Capitalize on the fact that 2 percent of customers in a database are always in market. Only those who work this soil, farming for harvests, will prospect them.<br/> </span></li>
<li><span class="font-size-3">Pursue the three other drivers, on average, in each customer’s household.<br/> </span></li>
<li><span class="font-size-3">Take the long view, recognizing and working the advantage that each seed harvested has the potential to buy 12 vehicles in their lifetime.<br/> </span></li>
<li><span class="font-size-3">Seeds planted consistently over time help farmers harvest 15 to 20 or more units a month, often at higher grosses because they’re selling to existing customers. This is real money, folks; money an individual really needs to have success selling cars today.</span></li>
</ul>
<p><span class="font-size-3"> </span></p>
<p><span class="font-size-3"><strong>Farmers fall into a sales category I like to call unconsciously competent:</strong> They innately possess the kind of sales attitude that drives them to create their own opportunities. </span><span style="font-size: 12pt;">Farmers instinctively do what is right, consistently.</span></p>
<p><span class="font-size-3"> </span></p>
<p><strong><span class="font-size-3">Farmers know that selling cars is like raising crops – a process, not an event. </span></strong></p>
<p><span style="font-size: 12pt;">They embrace the truth that their success is theirs to achieve, no one else’s.</span></p>
<p><span style="font-size: 12pt;">They manage their time, they work hard, they understand the statistics are on their side, and they make great money.</span></p>
<p> </p>
<p>By <strong style="font-size: 13px;"><span class="font-size-3"><a href="http://www.automotivedigitalmarketing.com/profile/PatrickKelly" target="_blank">Patrick Kelly</a></span></strong></p>
<p><span class="font-size-3">CAR-Research XRM </span></p>
<p><span class="font-size-3"><a href="http://www.carxrm.com" target="_blank">http://www.carxrm.com</a></span></p>
<p><span class="font-size-3"><a href="mailto:pkelly@carxrm.com" target="_blank">pkelly@carxrm.com</a></span></p>
<p><span class="font-size-3">713-275-3500</span></p>
<p> </p>Change Your Habits and Make More Money Selling Carstag:www.automotivedigitalmarketing.com,2013-01-09:1970539:BlogPost:4430372013-01-09T14:30:00.000ZPatrick Kellyhttp://www.automotivedigitalmarketing.com/profile/PatrickKelly
<p><span class="font-size-3"><strong><a href="http://www.automotivedigitalmarketing.com/profiles/blogs/change-your-habits-and-make-more-money-selling-cars" target="_blank"><img class="align-left" src="http://api.ning.com:80/files/fAN66uHgkUVwTEsVOOyhyO4vETHcA8dJK9v8CL-5PhSCs2V1zQK1l9YyY1xbFH1QDmbAKqYxm*K6si6t5xW3B*sfJmK0zNk9/carsalescash.jpg?width=280" width="280"></img></a> <span class="font-size-4">Here’s a challenge: Change how you sell, practice the new approach I outline here for 90 days, and if you aren’t selling more cars and making more money, give me call.</span></strong></span></p>
<p><span class="font-size-3"> </span></p>
<p><span class="font-size-3">This is what I want…</span></p>
<p><span class="font-size-3"><strong><a target="_blank" href="http://www.automotivedigitalmarketing.com/profiles/blogs/change-your-habits-and-make-more-money-selling-cars"><img class="align-left" src="http://api.ning.com:80/files/fAN66uHgkUVwTEsVOOyhyO4vETHcA8dJK9v8CL-5PhSCs2V1zQK1l9YyY1xbFH1QDmbAKqYxm*K6si6t5xW3B*sfJmK0zNk9/carsalescash.jpg?width=280" width="280"/></a><span class="font-size-4">Here’s a challenge: Change how you sell, practice the new approach I outline here for 90 days, and if you aren’t selling more cars and making more money, give me call.</span></strong></span></p>
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<p><span class="font-size-3">This is what I want you to change: Stop waiting for and chasing ups!</span></p>
<p><span class="font-size-3"> </span></p>
<p><span class="font-size-3"><strong>Waiting for ups is a losing game.</strong> If your goal is to earn $100,000 a year selling cars, your selling habits have to change to make that possible.</span></p>
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<p><span class="font-size-3"><strong>What do you have to change?</strong> As the saying goes, just about everything. I guarantee you, however, if you do the payoff will be significant – for you and the dealership employing you!</span></p>
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<p><span class="font-size-3"><b>The bad math of ups selling</b></span></p>
<p><span class="font-size-3">Earning $100K or more a year selling cars these days is entirely possible. Didn’t you become a car sales professional because you wanted to control your destiny and get well paid for the effort?</span></p>
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<p><span class="font-size-3">Well, let me ask you, how’s that plan going for you?</span></p>
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<p><span class="font-size-3"><strong>How many units do most sales associates sell these days, six to eight a month?</strong> Considering today’s mini commissions on new car sales and tighter margins on used units, only an unmarried person living rent-free with mom and dad can make it long term selling just six to eight units a month.</span></p>
<p><span class="font-size-3"> </span></p>
<p><span class="font-size-3"><strong>Here’s the math.</strong> A typical new-car mini commission of $100 times eight new car sales a month equals $800. Even if half those sales were used units with commissions of $800 per vehicle plus four-new sales with $100 minis, the total monthly commission check would be $3,600 (minus any shared F&amp;I). Better for sure, but you didn’t get into car sales to earn just $43K a year did you?</span></p>
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<p><span class="font-size-3"><b>A better formula</b></span></p>
<p><span class="font-size-3">If you want to earn $100K a year and really enjoy selling cars for a living, here’s how I suggest you change your selling process.</span></p>
<p><span class="font-size-3"> </span></p>
<ol>
<li><span class="font-size-3"><strong>Stop relying on ups for your business.</strong> Forget the huddles and other activities sales people love to cling to but are counterproductive and true attitude killers!<br/><br/></span></li>
<li><span class="font-size-3"><strong>Focus your core sales opportunities on customers you’ve sold already as well as other customers residing in the customer database.</strong> This is the list of customers and prospects you likely inherited from the associate whose seat you took or was handed to you by your sales manager.<br/><br/></span></li>
<li><span class="font-size-3"><strong>Develop a work plan that focuses 75 percent of your time on prospecting new business from this database.</strong> Limit your time for showroom ups to a minimum; they feel productive but too often are not, which you know all too well.<br/><br/></span></li>
<li><span class="font-size-3"><strong>Consider a work plan that segments customers in your database to those having done business with you or the dealership within the last 90, 60 and 30 days.</strong> Using customer letter templates in your dealership CRM, write your own customized message to customers in each group. Reintroduce yourself. Use the occasion to invite them by your desk for a complimentary oil-change coupon or other enticing offer or gift. Be sure to follow up via email or mail each month – your goal is to keep your name in front of your customer! Ninety percent of the customers a dealership engages will never hear from that dealership or that sales associate again, creating a rich opportunity for any associate who wants to chart their future for a profitable life selling cars.<br/><br/></span></li>
<li><span class="font-size-3"><strong>Develop good phone skills.</strong> Learn to prospect current customers’ households, as the average household in America has three other vehicle owners or drivers, all potential business for a sales associate willing to go after it.<br/><br/></span></li>
<li><span class="font-size-3"><strong>Develop better interpersonal skills.</strong> You’d think a professional sales person would be adept at fluid conversation, but even I sometimes have to “fake it ‘til I make it” when it comes to engaging with strangers. Yet it is this kind of personal charisma that can be developed and that the $100,000-a-year sales pros use every day in all kinds of situations outside the dealership to promote themselves.</span></li>
</ol>
<p><span class="font-size-3"> </span></p>
<p><span class="font-size-3"><strong>My final suggestion is valid whether you take me up on my challenge or chose to pursue your status quo, and it is this:</strong></span></p>
<blockquote><p><span class="font-size-3">Maximize every minute of your day on the job. To earn $100,000 selling cars eight hours a day, five days a week, recognize that your time value is 92 cents or so a minute. How you go about maximizing the potential of those 2,400 minutes a week is up to you.</span></p>
</blockquote>
<p><span class="font-size-3"> </span></p>
<p><span class="font-size-3">You can fiddle too much of those precious minutes away hoping you’ll get the next up or you can prospect the sales opportunities residing in your database, working customer households and customer referrals, all potential new business for the sales associate who truly wants to earn $100,000 or more a year selling cars.</span></p>
<p><span class="font-size-3"> </span></p>
<p><strong><span class="font-size-3">Do you have the drive, desire, discipline and motivation to make a good living selling cars?</span></strong></p>
<p><span class="font-size-3"> </span></p>What Mr. Phelps Did Not Knowtag:www.automotivedigitalmarketing.com,2012-12-27:1970539:BlogPost:4412012012-12-27T18:30:00.000ZPatrick Kellyhttp://www.automotivedigitalmarketing.com/profile/PatrickKelly
<p><span class="font-size-3"><a href="http://www.automotivedigitalmarketing.com/profiles/blogs/what-mr-phelps-did-not-know" target="_blank"><img class="align-left" src="http://api.ning.com:80/files/PKn-5dolEAcR01SoFXZlSjHJMMYO-T8PsY-K-dyoMUY8O*0xkADf7h970oU-ZqGFFlsdS-2n4TTJ6Gq9yDck7wInK39E6FVr/ChannelMasterminireeltoreeltaperecorderklein.jpg?width=250" width="250"></img></a> <strong>Jim Phelps, the Mission Impossible Force agent, always received secret orders on a tape recording, which self-destructed seconds after play. </strong></span></p>
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<p><span class="font-size-3">If only we could receive directions for our own life mission by listening to pre-recorded messages.…</span></p>
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<p><span class="font-size-3"><a target="_blank" href="http://www.automotivedigitalmarketing.com/profiles/blogs/what-mr-phelps-did-not-know"><img class="align-left" src="http://api.ning.com:80/files/PKn-5dolEAcR01SoFXZlSjHJMMYO-T8PsY-K-dyoMUY8O*0xkADf7h970oU-ZqGFFlsdS-2n4TTJ6Gq9yDck7wInK39E6FVr/ChannelMasterminireeltoreeltaperecorderklein.jpg?width=250" width="250"/></a><strong>Jim Phelps, the Mission Impossible Force agent, always received secret orders on a tape recording, which self-destructed seconds after play. </strong></span></p>
<p></p>
<p><span class="font-size-3">If only we could receive directions for our own life mission by listening to pre-recorded messages.</span></p>
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<p><span class="font-size-3">Life isn’t like TV or the movies for most of us. Actors work from scripts. You and I ad-lib every word we speak and every action we take. Our speech and our encounters with co-workers and customers largely depend on our frame of mind at any given moment.</span></p>
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<p><span class="font-size-3"><strong>Minute by minute throughout the day, we can choose to just fill space in the showroom or create opportunity.</strong> Why is it that so many don’t seem to grasp this basic concept about getting ahead in life, that destiny is theirs to claim – or lose – based on their attitude?</span></p>
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<p><span class="font-size-3">Maybe they’re waiting for pre-recorded instructions.</span></p>
<p></p>
<p><span class="font-size-3"><strong>Perhaps because the word attitude has become part of slang today, its potency is lost on us.</strong> Have we forgotten that attitude refers to a mental position toward something? In aeronautics, as a good illustration of this definition, attitude refers to the position of the aircraft’s wings to its flight path. The wrong attitude causes the craft to go off course and if not corrected, lose its lift and plummet to the earth.</span></p>
<p></p>
<p><span class="font-size-3"><strong>Attitude in the workplace is this, this right position for a successful flight to success.</strong> It should not mean what slang has redefined it, such as cop an attitude or aggressive or antagonistic bearing.</span></p>
<p></p>
<p><span class="font-size-4"><b>Choose today to succeed</b></span></p>
<p><span class="font-size-3">Life is about choices, and every morning is an opportunity to decide to go to the job and do what you have always done or decide to stop going with the flow and the crowd and establish your own destiny.</span></p>
<p></p>
<p><span class="font-size-3">Mr. Phelps needed a tape-recording to tell him his mission’s destiny – you’re at a great advantage, you largely make of it what you desire!</span></p>
<p></p>
<p><span class="font-size-3"><strong>Here’s the kicker – your attitude determines your outcome.</strong> If your attitude is one that embraces new ideas, is burdened by watching from the sidelines, is curious about what the 20-unit- board guys are doing, and wants to make the most of the minutes allotted to you each day, you have every attribute you need to succeed. Now get going.</span></p>
<p></p>
<p><span class="font-size-3"><strong>This business can be a hard road to travel for waiters, those who wait for ups rather than create their own book of business by working what’s already there, the customer base.</strong> Take a survey of the sales team. What are the heavy hitters doing to put those consistently big numbers on the board month after month? Aren’t they working referrals and be-backs and calling their customer base to churn new opportunities? Only 5% of successful auto sales associates in the U.S. make a living off ups alone!</span></p>
<p></p>
<p><span class="font-size-4"><b>The possible mission</b></span></p>
<p><span class="font-size-3">Ours is not a business for quitters. It can be a hard business though – and typically a fatal one for waiters, the huddle-hangers. Sales associates who are relying on a volume of ups through the door to make a good living selling cars will be surprised and typically defeated.</span></p>
<p></p>
<p><span class="font-size-3"><strong>The math just doesn’t calculate any more. </strong> Selling 10 units a month at a typical $25 minimum (or even $100) is pitiful money for the effort. Sell 25 to 30 units and the math begins to work in your favor – and margins on repeat customers tend to be fatter, meaning more commission dollars as well. The associates chalking these kinds of sales numbers are those that pursue the business and don’t depend on it walking through the door.</span></p>
<p></p>
<p><span class="font-size-3"><strong>Waiting is wasting… time… resources… and opportunity.</strong> Commit this morning to wait no more. Meet with you sales manager and together plot a more active path toward higher sales numbers, more gross and more CSI. Here are some steps to consider:</span></p>
<ul>
<li><span class="font-size-3"><b>Plan your work day:</b> Make change in routine, determine to make your living not off ups, but the customers your dealership has already invested in. Access your customer base and sort according to such customer categories as finance and lease, years since purchase or lease-termination date, months since last contact or customers not contacted in more than a year.<br/> <br/></span></li>
<li><span class="font-size-3"><b>Be proactive:</b> Commit to making most reintroductions to these customers by phone, followed up text or email. Have a reason to call them – you have new incentives to offer, the service department is running a tire special, or simply call to learn if their vehicle needs have change.<br/> <br/></span></li>
<li><span class="font-size-3"><b>Step up communication:</b> Infrequent, generic communication to customers is weak. Too frequent communication can be a nuisance. Monthly communication is about right. The more personalized the mailings – to the individual customers and their vehicles – the more they’ll respond. Be sure what you have to share with them is a benefit for them too.<br/> <br/></span></li>
<li><span class="font-size-3"><b>Be your own BDC:</b> Here’s what Jim Phelps didn’t know. To succeed you don’t need taped messages to tell you your mission – you are the mission! You are your own enterprise, your own entrepreneurial business. As your own business development center, you’re fate and your destiny will be defined by your own attitude, gumption, determination, tenacity, warmth and grace. Thirty-plus car months are out there for the associate who makes – and takes – their mission seriously. Good selling!</span></li>
</ul>The Forgotten Customertag:www.automotivedigitalmarketing.com,2012-12-17:1970539:BlogPost:4388582012-12-17T13:00:00.000ZPatrick Kellyhttp://www.automotivedigitalmarketing.com/profile/PatrickKelly
<p><a href="http://api.ning.com:80/files/jzGCIdAPSqFgCqDWqZ9fBkMIADm*J0Sdbt4ke98dPZ8PvW-9cA*VeKQAI-IF-FzXicT21P98nCpxVgrNtCS3X5TVCiKIjDo*/followup.jpg" target="_self"><img class="align-left" src="http://api.ning.com:80/files/jzGCIdAPSqFgCqDWqZ9fBkMIADm*J0Sdbt4ke98dPZ8PvW-9cA*VeKQAI-IF-FzXicT21P98nCpxVgrNtCS3X5TVCiKIjDo*/followup.jpg?width=250" width="250"></img></a></p>
<p><a href="http://api.ning.com:80/files/jzGCIdAPSqFgCqDWqZ9fBkMIADm*J0Sdbt4ke98dPZ8PvW-9cA*VeKQAI-IF-FzXicT21P98nCpxVgrNtCS3X5TVCiKIjDo*/followup.jpg" target="_self"><img src="http://api.ning.com:80/files/jzGCIdAPSqFgCqDWqZ9fBkMIADm*J0Sdbt4ke98dPZ8PvW-9cA*VeKQAI-IF-FzXicT21P98nCpxVgrNtCS3X5TVCiKIjDo*/followup.jpg?width=250" width="250" class="align-left"/></a><a href="http://api.ning.com:80/files/B0e5UrMyLO8WRTYxWB4dsI3vD*oeQed*XGnoIRmYLErpe9-oZoGKeoxgmltbR9NSUxrKkljOVemqOZLauepIHG8e5EYmnvDw/followup.jpg" target="_self"><br/></a></p>
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<p>Pity the individual who buys a vehicle from you today. If your dealership is like most, you’ll do your best to earn this customer’s business, shake their hand at delivery and then get back on point to wait for the next up.</p>
<p> </p>
<p>Meet the forgotten customer.</p>
<p> </p>
<p>Once they sign the bottom line and drive off the lot, most customers will then fall into this category. We will send their information to the DMS and maybe to the CRM, but other than reaching out to them with an occasional email blast or direct mail piece, they’re as good as neglected. Think about how many missed opportunities are right there…in your database…just waiting for follow up.</p>
<p> </p>
<p>Your database is full of them:</p>
<p> </p>
<ul>
<li>Unsold showroom ups</li>
<li>Previously sold customers</li>
<li>Service customers</li>
<li>Parts customers</li>
<li>All these customers’ household members, friends and coworkers</li>
</ul>
<p> </p>
<p>The initial math here is awful. Industry wide, dealers follow up with just 15% of their database. Dealerships are neglecting 85% of their customers! Few of these neglected customers will do business with your dealership again if you don’t go after them aggressively. </p>
<p> </p>
<p>CAR-Research surveys tell us that 33% of unsold customers would indeed return to their selling dealership -- if the dealership bothered to prospect them. Furthermore, the statistics say that 67% of them will buy.</p>
<p> </p>
<p>Consider that at any one time, 2% of the customers in your database are in the market to buy another vehicle. For a dealership with 50,000 customers, that’s 1,000 units waiting to be purchased either from your dealership or one down the street. What if you prospected to these customers by phone and marketing mail and earned an opportunity to deliver just 20% of them? Keeping in mind that the national average closing rate is 18.6%, your team could sell 200 units!</p>
<p> </p>
<p>Sales managers, it is your responsibility (it goes with the title and the salary) to coach and train your sales associates not only the Road-to-the-Sale process, but how to prospect and follow up with customers in the store’s database. Remind your sales team that only 15% of sales associates in America make a good living chasing ups; those who consistently put high unit numbers on the board are those who prospect their database. Teach them that every household has an average of three drivers and that those drivers will buy an average of 12 cars in their lifetime. That is a potential of 36 vehicles for every household they prospect!</p>
<p> </p>
<p>Will you lead your dealership to a higher level of profitability by coaching staff to prospect their database and work those customers’ households? When you do, the dealership can reduce its advertising spend while increasing gross and CSI. And, how would you like to see your sales team stay consistently busy and earn more money? Could that decrease your turnover? Talk about a win/win! </p>
<p> </p>Don’t Miss Your Defining Momenttag:www.automotivedigitalmarketing.com,2012-12-10:1970539:BlogPost:4374892012-12-10T18:30:00.000ZPatrick Kellyhttp://www.automotivedigitalmarketing.com/profile/PatrickKelly
<p><span class="font-size-3"><a href="http://www.automotivedigitalmarketing.com/profiles/blogs/don-t-miss-your-defining-moment" target="_blank"><img class="align-left" src="http://api.ning.com:80/files/44eY8UdC3G3RVPTkHRE6RJqAKx46z2859ApZOZbcaBhMBvsCFRkSBSx-FDe3oM6CP0eIGxVHSSkx6J*eD4jxDPIv8l0Pa4fh/definingmoments1.jpg?width=200" width="200"></img></a></span> <span class="font-size-5"><strong>How’s your automotive sales career going? Making the money you want? </strong></span></p>
<p><span class="font-size-1"> </span></p>
<p><span class="font-size-3"><strong>I know of only one consistent way for auto sales associates to start earning real money.</strong> This way is available to any…</span></p>
<p><span class="font-size-3"><a href="http://www.automotivedigitalmarketing.com/profiles/blogs/don-t-miss-your-defining-moment" target="_blank"><img src="http://api.ning.com:80/files/44eY8UdC3G3RVPTkHRE6RJqAKx46z2859ApZOZbcaBhMBvsCFRkSBSx-FDe3oM6CP0eIGxVHSSkx6J*eD4jxDPIv8l0Pa4fh/definingmoments1.jpg?width=200" width="200" class="align-left"/></a></span><span class="font-size-5"><strong>How’s your automotive sales career going? Making the money you want? </strong></span></p>
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<p><span class="font-size-3"><strong>I know of only one consistent way for auto sales associates to start earning real money.</strong> This way is available to any associate who has the insight to hear and recognize a career-defining moment when it comes.</span></p>
<p><span class="font-size-1"> </span></p>
<p><span class="font-size-3"><strong>Here is how this defining moment usually happens.</strong> You get up one day, like all others, and go do what you’ve always done or what seems popular with the herd or huddle. Then something comes along and slams into your status quo like a defensive end into a quarterback.</span></p>
<p><span class="font-size-1"> </span></p>
<p><span class="font-size-3"><strong>The funny thing about defining moments is you can’t plan for them so you usually can’t see them coming.</strong> We don’t see them coming because our habits, often unproductive and unprofitable for us, tend to blind and deafen us to change.</span></p>
<p><span class="font-size-3"> </span></p>
<p><span class="font-size-3"><strong>This next statement could be your career-defining moment.</strong> Ears open and eyes alert? The definitive way to achieve success in this business is to:</span></p>
<p><span class="font-size-3"> </span></p>
<ul>
<li><span class="font-size-5"><strong>Show up and never again take an up</strong></span></li>
</ul>
<p><span class="font-size-3"> </span></p>
<p><span class="font-size-3"><strong>That’s right. If you want to make successful living selling cars, leave the up traffic to those who’ll settle for less.</strong> Nationally, just 5 percent of auto sales associates make a living taking ups. Instead, plan now to go after the business residing in your existing customer base.</span></p>
<p><span class="font-size-3"> </span></p>
<p><span class="font-size-3"><strong>A dealership’s customer database is the most under-capitalized source of business in very dealership in America.</strong> Ninety percent of the customers a dealership engages will never hear from that dealership or that sales associate again, creating a rich opportunity for any associate who wants to chart their future for a profitable life selling cars.</span></p>
<p><span class="font-size-3"> </span></p>
<p><span class="font-size-3"><strong>See if the numbers don’t speak for themselves.</strong> When I recently spoke to a group of 100 Midwest auto sales associates, of the 40 of them having been in the business for five years or more, only seven of them were making really good income – and they were doing that without taking ups! These guys had learned the secret to successful careers in auto sales I’m sharing today.</span></p>
<p><span class="font-size-3"> </span></p>
<p><span class="font-size-3">Here’s why leaving showroom ups to the huddle-hangers and instead going after repeat customer business directly is smart:</span></p>
<ul>
<li><strong><span class="font-size-3">The average household has three drivers, each a potential customer. The average customer will own 12 vehicles in his or her lifetime. That one household represents 36 potential sales for someone.<br/><br/></span></strong></li>
<li><strong><span class="font-size-3">Fresh ups carry low grosses, tend to be tough on CSI and earn them only mini commissions.<br/><br/></span></strong></li>
<li><strong><span class="font-size-3">30 percent of every customer in your database has someone in their family or among their friends and associates who’s going to buy a car within 90 days, according to Joe Verde. Go after them!</span></strong></li>
</ul>
<p> </p>
<p><span class="font-size-3">Finally, if you haven’t recognized your defining moment in this yet, consider these final points about why selling to your database is more profitable selling for you:</span></p>
<p><span class="font-size-3"> </span></p>
<p><strong><span class="font-size-3">• Predictable sales numbers</span></strong></p>
<p><strong><span class="font-size-3">• Predictable income numbers</span></strong></p>
<p><strong><span class="font-size-3">• Predictable CSI</span></strong></p>
<p><strong><span class="font-size-3">• Better grosses</span></strong></p>A Message from Stan Sher To Get Inspired Through Excitementtag:www.automotivedigitalmarketing.com,2012-10-07:1970539:BlogPost:4207612012-10-07T04:00:00.000ZStan Sherhttp://www.automotivedigitalmarketing.com/profile/StanSher101
<p>A message from Stan Sher, the founder of Dealer eTraining and Stan Sher Consulting. The story and explanation of the message is to let you know that the only way you can continue to grow and be the best is by simply getting excited. Create opportunities through learning, trying new things, and avoiding being stale at all costs. Your craft will continue to be fun.…</p>
<p></p>
<p>A message from Stan Sher, the founder of Dealer eTraining and Stan Sher Consulting. The story and explanation of the message is to let you know that the only way you can continue to grow and be the best is by simply getting excited. Create opportunities through learning, trying new things, and avoiding being stale at all costs. Your craft will continue to be fun.</p>
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<p><a href="https://twitter.com/StanSher">https://twitter.com/StanSher</a><br/> <a href="http://about.me/stansher">http://about.me/stansher</a><br/> <a href="http://www.linkedin.com/in/stansher83">http://www.linkedin.com/in/stansher83</a></p>Stan Sher Thank you Message to Grant Cardonetag:www.automotivedigitalmarketing.com,2012-10-07:1970539:BlogPost:4208522012-10-07T03:30:00.000ZStan Sherhttp://www.automotivedigitalmarketing.com/profile/StanSher101
<p>Stan Sher of Stan Sher Consulting and Dealer eTraining would like to give a shout out "Thank You" message to the one and only Grant Cardone. Stan is sporting Cardone posters and gear in order to stay motivated. The goal is to 10X all actions.</p>
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<p><a href="http://about.me/stansher">http://about.me/stansher…</a><br></br></p>
<p>Stan Sher of Stan Sher Consulting and Dealer eTraining would like to give a shout out "Thank You" message to the one and only Grant Cardone. Stan is sporting Cardone posters and gear in order to stay motivated. The goal is to 10X all actions.</p>
<p><iframe width="560" height="315" src="http://www.youtube.com/embed/6EhzdQPWnNI?wmode=opaque" frameborder="0"></iframe>
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<p><a href="http://about.me/stansher">http://about.me/stansher</a><br/> <a href="https://www.facebook.com/dealeretraining">https://www.facebook.com/dealeretraining</a><br/> <a href="https://www.facebook.com/cardonesuccess">https://www.facebook.com/cardonesuccess</a></p>AutoCon 2012 Reviewtag:www.automotivedigitalmarketing.com,2012-09-10:1970539:BlogPost:4138132012-09-10T20:30:00.000ZMichael Cirillohttp://www.automotivedigitalmarketing.com/profile/MichaelCirillo
<p><font color="#222222"><font face="Arial, Verdana, sans-serif"><font size="2"><a href="http://AutoCon.US" target="_blank"><img class="align-left" src="http://api.ning.com:80/files/nL7*nlT7sPQEP0GzaZG*mKzXB1Ly4jLzx5lZqCJDyvsCxQphX3fvWiTKgvZakaEuobRYBLpgKGX7SmvYXX97aFbTce6Q2fzQ/autocon2012_336x280.png" width="336"></img></a> <strong>This past week, myself and Dan Collingridge had the pleasure of attending Auto Connections Conference and Exposition at the beautiful Aria Resort and Casino in Las Vegas, Nevada.</strong></font></font></font></p>
<p><font color="#222222"><font face="Arial, Verdana, sans-serif"><font size="2">The event for automotive dealers and allied industries was…</font></font></font></p>
<p><font color="#222222"><font face="Arial, Verdana, sans-serif"><font size="2"><a target="_blank" href="http://AutoCon.US"><img class="align-left" src="http://api.ning.com:80/files/nL7*nlT7sPQEP0GzaZG*mKzXB1Ly4jLzx5lZqCJDyvsCxQphX3fvWiTKgvZakaEuobRYBLpgKGX7SmvYXX97aFbTce6Q2fzQ/autocon2012_336x280.png" width="336"/></a><strong>This past week, myself and Dan Collingridge had the pleasure of attending Auto Connections Conference and Exposition at the beautiful Aria Resort and Casino in Las Vegas, Nevada.</strong></font></font></font></p>
<p><font color="#222222"><font face="Arial, Verdana, sans-serif"><font size="2">The event for automotive dealers and allied industries was the first of many AutoCons to come, presented by Ralph Paglia's Automotive Digital Marketing, Chris Saraceno's Dealer Elite, and Brian Pasch's First Class Educators (PCG Digital Marketing). These men and the groups of people associated with them pulled out all the stops to make an excellent event, filled with education that dealers can actually bring back to the dealership, take action on, and achieve greater success. </font></font></font></p>
<p><font color="#222222"><font face="Arial, Verdana, sans-serif"><font size="2"> </font></font></font></p>
<h2 class="western"><strong><font color="#222222"><font face="Arial, Verdana, sans-serif">AutoCon Speakers</font></font></strong></h2>
<p><font color="#222222"><font face="Arial, Verdana, sans-serif"><font size="2">All of the presenters at AutoCon including Ralph Paglia, Brian Pasch, Glen Pasch, Lon Safko, Grant Cardone, David Johnson, Stan Sher, Craig Lockerd, Richard Bustillo, David Anderson and more were second to none. The material they presented was deeply focussed on helping dealers get results from their traditional and modern marketing efforts. </font></font></font></p>
<p><font color="#222222"><font face="Arial, Verdana, sans-serif"><font size="2">Not one of them appeared unprepared. In fact, their messages were delivered so naturally that you could tell weeks if not months had gone into preparation. The information they provided can seriously be taken all the way to the bank. I know that because it's clear that they practice what they preach. </font></font></font></p>
<p><font color="#222222"><font face="Arial, Verdana, sans-serif"><font size="2"> </font></font></font></p>
<h2 class="western"><strong><font color="#222222"><font face="Arial, Verdana, sans-serif">Push for Success</font></font></strong></h2>
<p><font color="#222222"><font face="Arial, Verdana, sans-serif"><font size="2">I believe that the first step in the pursuit of success (whatever your definition may be) is knowing who to listen to. For instance, you'd never get real estate advice from someone who has never owned a home. Rather, you'd learn from someone who owns 12 homes, 5 condos, and an office tower. That person's information will get you where you need/want to go. </font></font></font></p>
<p><font color="#222222"><font face="Arial, Verdana, sans-serif"><font size="2">At AutoCon, the opportunity to learn from men and women who have accomplished success by doing what they teach was the key differentiator between attending events like this and purchasing that .99 cent book about success from Amazon. Accept information from those that practice what they preach and you'll become a champion. It's a pattern. </font></font></font></p>
<p><font color="#222222"><font face="Arial, Verdana, sans-serif"><font size="2">The push for success is what I love so much about the auto industry. Where else do you find men and women coming together in the pursuit of personal, family, and business success? The energy I felt at AutoCon was so positive and motivating making it the fall conference of choice to attend. </font></font></font></p>
<p><font color="#222222"><font face="Arial, Verdana, sans-serif"><font size="2"> </font></font></font></p>
<h2 class="western"><font color="#222222"><font face="Arial, Verdana, sans-serif">Unity</font></font></h2>
<p><font color="#222222"><font face="Arial, Verdana, sans-serif"><font size="2">The thing that I find interesting about conferences like AutoCon is that no matter what, the chances of you running into a competitor of yours is pretty high. I even attended workshops where arch-enemies were in attendance together. The interesting part is that at the end of the day, all of us (both dealer and vendor) were (and are) united in our pursuit for success. We understand that behind the dealership or company stand real people. Real people who have a husband or a wife and children. Real people who have dreams and aspirations. Real people, united in the pursuit of personal, family, and business success. I love that.</font></font></font></p>
<p><font color="#222222"><font face="Arial, Verdana, sans-serif"><font size="2"> </font></font></font></p>
<h2 class="western"><font color="#222222"><font face="Arial, Verdana, sans-serif">Don't Wait. Dominate. </font></font></h2>
<p><font color="#222222"><font face="Arial, Verdana, sans-serif"><font size="2">If you know me, you'll know that I say this a lot. "Don't Wait. DOMINATE!". I love the idea of striving to become better, working smarter/harder, and acheiving greatness. AutoCon has armed many dealers to kick things into high gear and bring their dealerships to the next level to which I encourage: Get out of your own way and make things happen. Don't Wait. Dominate!</font></font></font></p>
<p><font color="#222222"><font face="Arial, Verdana, sans-serif"><font size="2"> </font></font></font></p>
<h2 class="western"><font color="#222222"><font face="Arial, Verdana, sans-serif">Conclusion</font></font></h2>
<p><font color="#222222"><font face="Arial, Verdana, sans-serif"><font size="2">I literally have nothing negative to say. Okay, maybe the chicken on Thursday was a little dry, but besides that, I've come back from AutoCon with a renewed desire, great friendships, and information that is more valuable to my business and personal success than expected. I encourage any dealers who didn't attend this year to make the choice right now to attend next year. You will not be sorry, I guarantee it.</font></font></font></p>
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<p><strong><font color="#222222"><font face="Arial, Verdana, sans-serif"><font size="2">What did you think of AutoCon? Leave your comments below!</font></font></font></strong></p>
<p><strong><a href="http://www.twitter.com/michaelacirillo" target="_blank"><font color="#222222"><font face="Arial, Verdana, sans-serif"><font size="2">@MichaelACirillo</font></font></font></a></strong></p>Don't Wait. Dominate.tag:www.automotivedigitalmarketing.com,2012-08-21:1970539:BlogPost:4087072012-08-21T15:40:35.000ZMichael Cirillohttp://www.automotivedigitalmarketing.com/profile/MichaelCirillo
<p><span class="font-size-5"><strong>There has never been a better time to succeed than now!</strong></span></p>
<p><span class="font-size-5"><strong><a href="http://api.ning.com:80/files/HuXcRorDGvQgSOOuwSsMfkJzsW6AjZwjY9B2P5DSQ7kTZ5nNtsFLLTXZu--WGmmEq-fa5lZilMmD58VD6zNPU2ct4aUHQS-B/dontwaitdominate.jpg" target="_self"><img class="align-full" src="http://api.ning.com:80/files/HuXcRorDGvQgSOOuwSsMfkJzsW6AjZwjY9B2P5DSQ7kTZ5nNtsFLLTXZu--WGmmEq-fa5lZilMmD58VD6zNPU2ct4aUHQS-B/dontwaitdominate.jpg?width=750" width="750"></img></a></strong></span></p>
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<p>In life, we have two choices. <strong>1)</strong> Live life and be happy or <strong>2)</strong> Go around looking for…</p>
<p><span class="font-size-5"><strong>There has never been a better time to succeed than now!</strong></span></p>
<p><span class="font-size-5"><strong><a href="http://api.ning.com:80/files/HuXcRorDGvQgSOOuwSsMfkJzsW6AjZwjY9B2P5DSQ7kTZ5nNtsFLLTXZu--WGmmEq-fa5lZilMmD58VD6zNPU2ct4aUHQS-B/dontwaitdominate.jpg" target="_self"><img src="http://api.ning.com:80/files/HuXcRorDGvQgSOOuwSsMfkJzsW6AjZwjY9B2P5DSQ7kTZ5nNtsFLLTXZu--WGmmEq-fa5lZilMmD58VD6zNPU2ct4aUHQS-B/dontwaitdominate.jpg?width=750" width="750" class="align-full"/></a></strong></span></p>
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<p>In life, we have two choices. <strong>1)</strong> Live life and be happy or <strong>2)</strong> Go around looking for things to be upset about and live miserably. Really, think about it. Take a minute to really think about all the complaining (negativity) that goes on around us (and from us) on a daily basis. This day in age, we use negativity as a conversation starter. Somebody asks how you're doing and you respond with something like, "Well I'd be better if the sun would show itself for a change..." or whatever it might be. We do this all the time. People around us do this all the time and it's absolutely suffocating. Have you considered how negativity could be impacting your ability to succeed in life?</p>
<p>You want to know the best part about success? Everyone has a different definition. My goals and aspirations are completely different than yours. You see, even if you and I have similar goals, the way we think about them and envision them in our minds is so completely different. This means that there is enough success to go around! It also means that your definition of success is left within your capable hands to achieve. </p>
<p></p>
<p><span class="font-size-5"><strong>How do you get started?</strong></span></p>
<p>In my own words - PUNCH NEGATIVITY IN THE FACE! Go out of your way to be positive, think positive and do positive. Think about things that you would normally say that may have a negative tone and get rid of them. Instead of wasting energy focussing on the lack of "ups" you've had on the sales floor, take action, put the wheels in motion and do what it takes to succeed. </p>
<p>What many people don't know about the automotive industry is that it's an industry that promotes personal development. You and I strive to reach new levels of success, to personally grow and develop into people who constantly strive for excellence. Unfortunately, there are those who have given negativity (and lack of productivity) a front row ticket and that has caused many to loose focus and to miss out on more profitability. </p>
<p><span class="font-size-5"><strong>There is a definite pattern for success</strong></span></p>
<p>Society would have you believe that you need to be original; chart out your path to success in order to be recognized. This is a myth. SUCCESS IS A RECIPE. Follow the recipe for chocolate cake and get chocolate cake. Success is actually a pretty easy concept, you just need to start taking action and moving in the right direction. </p>
<p><span class="font-size-5"><strong> </strong></span></p>
<p><span class="font-size-5"><strong>Have you figured out your definition of success?</strong></span></p>
<p>That's really the first step. Work to recapture your dreams. Give yourself something to work for. Once you've defined your dream (or level of success you'd like to achieve), gained a burning desire for its acheivement, and puchned negativity in the face; you put the players on the field and positive things will start happening for you. </p>
<p>Now that you know that you can achieve your definition of success, <strong>DON'T WAIT. DOMINATE!</strong> There has never been a better time to succeed than now.</p>
<p></p>
<p><strong><a href="http://www.autovelocity.ca/podcasts/episodes/dominate.mp3" target="_blank">Listen to my most recent podcast</a></strong> and share your thoughts about success in the comments below.</p>
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<p></p>Master Your Craft - August 2012 - AutoSuccess Magazinetag:www.automotivedigitalmarketing.com,2012-08-01:1970539:BlogPost:4044342012-08-01T14:17:20.000ZSean V. Bradleyhttp://www.automotivedigitalmarketing.com/profile/SeanVBradley
<p><a href="http://api.ning.com:80/files/OAEE5sdOJPk3NtmTcAYY0NzcTCyGYDRkkGBWect3QfQMejW9DNLQJP5skMp9ody-JiqYeGYMklM-4XvTpDjKVZ6LteN0uI5A/masterYourCraft.jpg" target="_self"><img class="align-full" src="http://api.ning.com:80/files/OAEE5sdOJPk3NtmTcAYY0NzcTCyGYDRkkGBWect3QfQMejW9DNLQJP5skMp9ody-JiqYeGYMklM-4XvTpDjKVZ6LteN0uI5A/masterYourCraft.jpg" width="570"></img></a></p>
<p><a href="http://www.seanvbradley.com">http://www.seanvbradley.com</a> <br></br> <a href="http://www.dealersynergy.com">http://www.dealersynergy.com</a></p>
<p align="center"><span class="font-size-5"><b>Master Your Craft</b></span></p>
<p align="center"><b> </b></p>
<p>Do you want to be successful in…</p>
<p><a href="http://api.ning.com:80/files/OAEE5sdOJPk3NtmTcAYY0NzcTCyGYDRkkGBWect3QfQMejW9DNLQJP5skMp9ody-JiqYeGYMklM-4XvTpDjKVZ6LteN0uI5A/masterYourCraft.jpg" target="_self"><img src="http://api.ning.com:80/files/OAEE5sdOJPk3NtmTcAYY0NzcTCyGYDRkkGBWect3QfQMejW9DNLQJP5skMp9ody-JiqYeGYMklM-4XvTpDjKVZ6LteN0uI5A/masterYourCraft.jpg" class="align-full" width="570"/></a></p>
<p><a href="http://www.seanvbradley.com">http://www.seanvbradley.com</a> <br/> <a href="http://www.dealersynergy.com">http://www.dealersynergy.com</a></p>
<p align="center"><span class="font-size-5"><b>Master Your Craft</b></span></p>
<p align="center"><b> </b></p>
<p>Do you want to be successful in Automotive Sales? Do you want to sell 30, 40+ units per month? Do you want to make $120,000 - $200,000+ selling cars? Well you can! All you have to do is MASTER YOUR CRAFT.</p>
<p>The key to being successful in this business is mastering your craft, being the absolute best you can possibly be. But why is it that EVERYONE wants to sell lots of cars and make lots of money and only a small percentage ever achieve that level? Same reason why there are so many people that want to be professional athletes and why there are only the few elite professional athletes making small fortunes while the rest of the population watches them on television or pretends to be them on Xbox 360.</p>
<p> </p>
<p>Do you think Michael Jordan said to his coaches and managers “Uh, I am Michael Jordan… I don’t need to go to practice”! No way… he practiced harder than everyone else because he was Michael Jordan. That is why he has 6 NBA rings… and his own sneaker!</p>
<p> </p>
<p>Tiger Woods says that he hits 1,000 practice balls for every 1 real shot in a live round. There is a difference between hitting a golf ball 144 yards versus 144 and a half yards. One puts you next to the hole and one puts you a foot and a half away from the hole. You want to be as accurate as possible, as close to perfection as you can possibly get.</p>
<p> </p>
<p>Anderson Silva, Undefeated Ultimate Fighting Champion (UFC) constantly studies his own performance as well as his future opponents performance by dissecting video footage of past fights. Literally spending hours and hours reviewing video footage of angles, punches, kicks. Looking for patterns, opportunities, weakness etc…</p>
<p> </p>
<p>Success is a few simple disciplines practiced everyday repeatedly. So if you would like to master your craft you must develop the following three disciplines: Dedication, Desire, and Diligence.</p>
<p>The definition of Dedication is the quality of being dedicated or committed, i.e. Devoting oneself, time, and/or efforts to a particular task or purpose; The definition of Desire is a strong feeling of wanting to have something or wishing for something to happen; and The definition of Diligence is a carful and persistent work or effort.</p>
<p>So how does this all correlate to the subject at hand, Mastering Your Craft. Simply put, if you want to BE the best, then you have to BE the best. Will Durant, a prolific American writer, historian, and philosopher once said, “<i>We are what we repeatedly do. Excellence, then, is not an act but a habit."</i></p>
<p>Success is earned, not given people; No one is entitled to greatness; everyone in the past, everyone in the NOW, and everyone in the future will have or has had to have an outrageous amount of dedication in their specific field of expertise, an extraordinary burning desire to win, and must diligently execute their detailed plans toward their idea of success.</p>
<p>I want to give you some bullet points of things that you should focus on mastering if you want to truly be that absolute best automotive sales professional:</p>
<ul>
<li><b>Communication(s)</b> – As a sales professional, you need to be an effective communicator. You need to be able to clearly articulate your message and you have to do so with passion and style.</li>
</ul>
<p>How can you master this skill?</p>
<ul>
<li>I suggest mastering the “Science of Communication”… Knowing that 55% of communication is visual perception and body language, 38% is tone and inflection and only 7% is the actual words that you use. You can study this online, you can take a course, you can go to a “communication” workshop or seminar.</li>
<li>You can join <a href="http://www.toastmasters.org">http://www.toastmasters.org</a> which is an organization that is dedicated to helping develop communication and leadership skills for professionals. It is like a “gym” for speakers / communicators.</li>
<li>Video Record (or audio) yourself with prospects in the showroom or on the phone or in the BDC. Record yourself engaging a prospect, working a deal, dealing with objections / rebuttals etc… Then REVIEW the Video / Audio footage. Study it, be critical of what you sound like, what your body language is, what your prospects sound like, what their body language is. Try to identify loss opportunity, identify areas that you can improve and or utilize a different strategy or approach in a particular situation.</li>
</ul>
<p> </p>
<ul>
<li><b>Product Knowledge</b>–<ul>
<li>You should truly be a master of your product(s). At the very least you should be certified through your OEM as a sales consultant but… Most OEMs have advanced training and certification. I suggest you look into what curriculum, what training, what OEM resources you can utilize to enhance your product knowledge.</li>
<li>Most OEMs have “Product Launches” or Special Seminars / Workshops on new or enhanced models within their line up. You should ask your management team to send you to any and all OEM opportunities that come along.</li>
<li>Study, Study, Study your product. Take all vehicles on test drives, get familiar with them. Not just conceptually but literally know your vehicles inside an out.</li>
<li>Competition Knowledge… Do NOT just study YOUR brand. You need to know EVERYTHING about your competition. For example if you are a Ford Sales Consultant and you sell a ton of Ford F-150s then you need to know EVERYHTHING about the Chevy Silverado and WHY your F-150 is BETTER than the Silverado etc…</li>
</ul>
</li>
</ul>
<p> </p>
<ul>
<li><b>Mastering Objections and Rebuttals</b><ul>
<li>Stop playing checkers… Start playing Chess. Document all of the “expectations” and “objections” you come across on a daily, weekly, monthly basis.</li>
<li>Identify the TOP 10 objections and or expectations and then create at least 5 POWERFUL responses for them. If you need help, get with other sales consultants, your closers, your managers, the owner whoever!</li>
<li>Go online and search for the best objections and rebuttals. There are free sites out there like <a href="http://www.automotiveinternetsales.com">www.automotiveinternetsales.com</a> that offer a tremendous amount of free information, word tracks, scripts, objections / rebuttals etc… use them!</li>
<li>Practice them everyday… role play with your co-workers, with a friend, your spouse.</li>
<li>Record them (video and or audio). Upload them to your ipod or burn them to a cd. Play them on the way to work and the way home, at the gym at night, when you sleep.</li>
</ul>
</li>
</ul>
<p> </p>
<ul>
<li><b>Self Education</b>–<ul>
<li>Read as much as you can about EVERYTHING related to your career as you can. If you don’t like reading, then buy the audio CDs. Here are some suggestions:<ul>
<li>The 7 Habits of Highly Effective People</li>
<li>The Secret</li>
<li>From Good To Great</li>
<li>The Purple Cow</li>
<li>Who Moved My Cheese</li>
<li>Execution</li>
</ul>
</li>
<li>Read Automotive Trade Magazines (Like AutoSuccess)</li>
<li>Subscribe to FREE newsletters</li>
<li>Subscribe to ALL your automotive vendors newsletters, blogs, email lists like:<ul>
<li>Autobytel</li>
<li>AutoUSA</li>
<li>Autotrader</li>
<li>Cars.com</li>
<li>Carsdirect</li>
<li>Dealix</li>
<li>Edmunds.com</li>
<li>Your Dealership Website Providers</li>
</ul>
</li>
<li>Automotive Social Networking Communities like:<ul>
<li><a href="http://www.automotiveinternetsales.com">www.automotiveinternetsales.com</a></li>
<li><a href="http://www.dealerelite.net">www.dealerelite.net</a></li>
<li><a href="http://www.drivingsales.com">www.drivingsales.com</a></li>
<li><a href="http://www.soshable.com">www.soshable.com</a></li>
</ul>
</li>
<li>Search Engines…<ul>
<li>You can and should be Googling or YouTubing Everything that is related to your profession.</li>
</ul>
</li>
</ul>
</li>
</ul>
<p>This is only a small list of things that you need to master to truly be the best at what you do. If you would like me to give you a more detailed list or some free strategies or ideas please feel free to email me or call me. It would be my pleasure to help you-</p>Discussing "Pay Plans", Commissions, Bonuses (And WHY) Inside an Automotive Internet Sales 20 Group - Sean V. Bradleytag:www.automotivedigitalmarketing.com,2012-06-12:1970539:BlogPost:3939392012-06-12T08:06:09.000ZSean V. Bradleyhttp://www.automotivedigitalmarketing.com/profile/SeanVBradley
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<p><a href="http://www.automotiveinternetsales.com">http://www.automotiveinternetsales.com</a> <br></br>Discussing "Pay Plans", Commissions, Bonuses (And WHY) Inside an Automotive Internet Sales 20 Group - Sean V.…</p>
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<p><a href="http://www.automotiveinternetsales.com">http://www.automotiveinternetsales.com</a> <br/>Discussing "Pay Plans", Commissions, Bonuses (And WHY) Inside an Automotive Internet Sales 20 Group - Sean V. Bradley</p>